|Course Code||Standard Fee||NYSC Fee||Degree Type|
As users become more resistant to patronage, leading marketers and sales persons are in the business of identifying real needs and persuading potential customers to respond favorably to ideas that will result in mutual satisfaction for both them and the buyer. This course is designed to help you achieve result and real growth in your sales figures and meet the needs of working professionals, managers and supervisory staff, from various non-marketing and sales backgrounds, who may wish to develop skills and techniques to effectively function within the areas of sales and/or marketing.
Diploma and First Degree (Waiver: High School (O’Level) with minimum of 2 years work experience in a related field can apply).
By the time you complete this course, you should be able to:
1. How to help your customer get what they want
2. Need to Understand your product options better for effective negotiation.
3. How to Carry out a feasibility study
4. How to Conduct a market and competitor analysis
5. Understand the four Marketing Mix
6. Develop a positioning strategy, pricing strategy, distribution channel, promotion and advertising strategy
7. Market Target and Target market
8. How to Interpret prospect needs by conducting a needs analysis
9. Master active listening techniques to better connect with & understand Negate competitor quotes, while remaining professional
10. Deliver presentations that trigger purchase
11. Master highly effective closing techniques
12. Build your business credibility and professionally reduce objections to sale
13. Manage your sales database effectively
14. Understand the principles and practices of effective sales and marketing
15. Develop a corporate brand, and present sales and marketing pitches with greater authority.
Introduction to Marketing
Recognizing Trends and Market Research
Strategies for Success
Developing a Marketing Plan
Identify principal Contact
Performing a Needs Analysis
Creating Potential Solutions
A Basic Opening for Warm Calls
Using the Referral Opening
Restating and Paraphrasing to gain commitment
Features and Benefits matched to Customer Need
Outlining your Unique Selling Proposition
The Burning Question that every Customer wants answered
Common types of Objections
Powerful Closing Techniques Resolving Customer Service Issues
Due to emerging global trends, changes in the world and globalization across borders, our course outline, regularly change from time to time to meet up with this development and gives you leverage in a competitive world.
The concepts in this course will be taught using a combination of lecture, discussion, and dialogue around cases, with emphasis on active learning. A case is a comprehensive exposition of a real managerial situation describing a set of problems and requiring a plan of action. The case method provides a pragmatic framework for the learning process. Its success depends heavily on student preparation and active participation in class discussions.
To complete this course successfully, students must achieve a passing grade of 50% or higher on the overall course. This will include assignments and option test exam.