About the Programme

Sales and Marketing are closely related essential activities for business success. In some ways, they are two sides of the same coin and often very misunderstood! With a better understanding of each, combined with proper planning, the chances of successful sales and marketing increase substantially.

This sales and marketing course will allow candidates to strengthen the relationship between sales and marketing departments within a company. It will also allow those working within the industry to gain more value from the sales environment, allow them to extend their online business presence and improve the communications function.

This sales and marketing course has been developed to 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.

Why ?

  • Acclimatization with sales
    • Understanding the talk of sales
  • Description of Sales Function
    • Handling Objections
    • Common Types of Objections and Strategies to handle
  • The Strategic Role of Sales Function
    • Setting Goals
    • Managing your Data
    • Using a prospect board
  • Segmentation, Targeting, Positioning
    • Market Segmentation
    • Bases for Market Segmentation, Segment profiling
    • Target Marketing
    • Measures of segment attractiveness, selection of target segments
    • Market Positioning
    • Development of positioning strategies and marketing mix for target segments
  • Major Strategies of product pricing
  • Negotiation Skills
    • Types of Negotiation
  • Laying the Ground work
    • Basic opening for warm calls; Warming up
    • Cold calls; using the referral opening
    • Exchanging Information
    • Features and benefits; outlining your unique selling position
    • Bargaining
    • About Mutual Gain
  • Performance Management
    • Establishing Performance Goals
    • 360 degree feedback
    • Competency Assessments
  • Performance Journal
    • Kolb’s learning cycle
    • Market Positioning
    • Development of positioning strategies and marketing mix for target segments
  • Personal Productivity
    • Project management techniques


All our courses are KHDA (Knowledge and Human Development Authority in Dubai, U.A.E.) certified.

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