Marketing and sales

Marketing
• The program contents include.
• Strategic marketing and its environment.
• Using technology for customer relationships in a global environment.
• Target-market selection and research.
• Customer behavior.
• Product decision.
• Pricing decisions.
• Distribution decisions.
• Promotion decisions.
• Understating marketing management.
• Capturing marketing insights.
• Connecting with customers.
• Building strong brands.
• Shaping marketing offerings.
• Communicating value.
• Delivering value.
• Creating successful long-term growth.


Sales
The program contents include:
• Sales foundation concepts.
• Calling techniques.
• Basic selling skills.
• Advanced selling skills.
• E-mail selling strategies.
• Introduction to selling and sales management.
• Strategy and sales program planning.
• Sales opportunity management.
• Account relationship management.
• Customer interaction management.
• Sales force organization.
• Recruiting and selecting sales team.
• Sales training.
• Leadership.
• Ethical leadership.
• Motivating sales team.
• Compensating sales team.
• Evaluating performance.

Motivation: Leading with a Vision

This course explains how to encourage team performance by leading a team with a clear direction in mind. In this unit, you'll learn that you don't actually motivate people. You provide direction for the motivation they already have.
After completing this course, you should be able to:
• Define motivation.
• Recognize motivational sources.
• Identify ways to help workers feel respected.
• Identify ways to help workers participate in decision-making.
• Identify ways to get workers working with you rather than for you.

Negotiating: Negotiating Techniques

Are you facing a negotiation that's very important to you, like asking your boss for a raise? Most people aren't naturally good at demanding what they want. That's why the thought of negotiating may make you nervous. As in many other stressful situations, a large part of successful negotiation depends on careful preparation and a confident attitude. This course will teach you the basics of a successful negotiation, such as body language, timing, and asking questions. In this unit you will learn how to define your position, arm yourself with backup materials, and cloak yourself in confidence.
After completing this course, you should be able to:
• Describe how to set your primary and secondary bases.
• Explain how to prepare concessions.
• Develop a plan if no agreement is reached.

Stress Management: Stress on the Job

No one is immune from stress. Yet few of us are able to fully recognize or articulate exactly how stress affects our lives. This course will focus on one of the principle sources of stress — the workplace. As you proceed, you will learn the meaning of stress and both its major and minor sources. You will also learn about the ways many of us inadvertently increase our own stress levels through flawed perceptions of workplace stress and faulty reactions to stressors in our day-to-day lives.
After completing this course, you should be able to:
• Define stress and describe its effects.
• Identify three major sources of increased stress in the workplace.
• List minor sources of workplace stress.
• Identify common assumptions that can increase workplace stress.
• Cope with stressful work situations more effectively.
• Recognize the mistaken beliefs that can increase stress in the workplace.
• Neutralize faulty reactions in order to decrease stress.

Teams That Work: Building Effective Teams

Effective teamwork is essential to success in the modern workplace. A team whose members work well together can out perform even the most talented collection of individuals working in isolation. In a very real sense, the "team" is greater than the sum of its parts. In this course, you will learn to:
• Establish direction and goals for teams using a team charter.
• Define roles and rules to clarify the responsibilities of team members.
• Establish accountability to provide both positive and negative consequences for the behaviors of team members.
• Identify positive team behavior to encourage cooperation and collaboration.
• Make teamwork part of the corporate culture.

Time Management Fundamentals: Evaluating and Improving Time Management

In this course, you will learn ways to improve your time management skills.
First, we'll introduce some myths and misconceptions about time management, such as the unrealistic goal of perfection. We'll also discuss the differences between effectiveness and efficiency, and the role of both concepts in your time management strategy. Do you frequently wonder what happened to the day? Do you consistently have more work that you can get done in a day? We'll show you how to use and analyze a time log to figure out where the missing time goes.
After completing this course, you should be able to:
• Explain the myth of perfect time management.
• Explain the elements of realistic time management.
• Distinguish between efficient time usage and effective time usage.
• Describe the benefits of keeping a time log.
• Log your tasks for a day and for a week.
• Identify pitfalls which could prevent you from completing your log.
• Use your completed time log to determine how much time each task required per week.
• Use your completed time log to identify tasks that require disproportionate amounts of time.
• Identify key environmental factors that influence your productivity at work.
• Suggest ways to make your work environment more conducive to productivity.
• Identify your most creative or productive times of day.
• List some strategies for scheduling your tasks effectively.