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Home > Courses > Sales & Marketing
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Sales & Marketing
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Generating Prospects
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Focuses on techniques that can be used to identify the
people who are most likely to buy from you. This activity is crucial if you wish to maximise the sales of your products or services. DJA will show you how to:
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► To discover the different steps that are involved in making a sale from beginning to end.
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► To demonstrate how different prospecting techniques can be used.
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► To show how prospecting effort can be maximised.
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Negotiating Skills
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Provides both a set of process and personal skills that
can be drawn upon to improve negotiating success. The focus is on looking for calm ‘win/win’ outcomes that provide positive benefits for all involved. You will learn how to:
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► Identify the four stages of Decide, Empathise, Adapt and Learn (DEAL);
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► Understand the tactics and techniques of negotiation and learn to assess their use and to deploy them yourself; plus
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► Use and apply listening and questioning techniques that help to make successful negotiation ‘closes’.
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Negotiating the Sale
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Focuses on the salesperson’s professional skills to
convince the customer to buy. Now that the prospect has been found and the meeting point established the test is on.
DJA will take you on a journey that will enhance your influencing skills and thus hone your negotiating skills. You will learn how to:
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► Discover how different negotiating techniques can be used at different stages during the sale.
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► Demonstrate effective negotiating forms/methods.
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► Show how customer problems or objectives can be overcome.
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Closing the Sale
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Closing the Sale focuses on the moment of truth, to where
the customer is confronted with the decision of whether or not to buy. Successful sales people use a number of techniques to reach a close and achieve a sale. DJA will show you how to:
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► Develop effective closing techniques to make the sale.
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► Demonstrating the factors that critically affect the success or failure of a sale effort; and
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► Shows how different sale closing techniques and methods can be used to improve success.
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Developing a Marketing Plan
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Focuses on the knowledge and skills required for this
often difficult and involved task.
If marketing is not carefully planned and effective strategies developed, the organisation will not reach its potential. DJA therefore, provides a summary of methods and techniques that can be deployed to ensure that marketing planning is carried out well. DJA will show you how to:
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► Understand the different components that comprise a full marketing plan.
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► Demonstrate how each component of a good plan comes together to create a result.
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► Show how a marketing plan can be a ‘blueprint’ for sales success.
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Strategic Marketing
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The Strategic Marketing workshops dynamically combine
theoretical work and state of the art industry specific simulations with industry case studies. They equip professionals with strategic know-how and tools essential for implementing powerful market-led
strategies and are generally transforming in their outcome.
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Spreading the Marketing Message
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Focuses on the way in which you communicate the merits of
your product or service to potential customers. DJA will guide you through the process of developing a sound plan for advertising or promotion that is efficient, cost effective and produces
results. DJA will show you how to:
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► Assess the various options available in promoting or advertising a product or service.
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► Show that specific promotional steps can lead to certain results in the market.
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► Develop a message spreading strategy that is appropriate for you.
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