Description
Diploma in Sales and Marketing Management
Take the next steps in your career with this comprehensive program in sales and marketing management. Comprising 8 courses , the Global Professional Diploma in Sales and Marketing Management will provide managers and sales and marketing professionals with the knowledge, skills and tools to manage a full range of sales and marketing activities in the organization and provide internationally recognized verification of your skills and competencies.
Program Details
- Level: Middle Managers and Sales Professionals
- Courses: 8 (see course details below)
- Learning: On Demand 24/7
- CPD Hours: 160 Hours (each course takes approx. 20 hours to complete)
- Duration: 6 Months
- Certification: GMA Professional Credentials – Diploma in Sales and Marketing Management
Why Enrol in the Global Professional Diploma in Sales and Marketing Management?
On completing the Professional Diploma in Sales and Marketing Management, you will have acquired skills and knowledge to lead the sales and marketing function within the business. You will learn how to make persuasive sales presentations and how to plan for and conduct successful business negotiations. You will also learn the how to carry out a comprehensive assessment of your market and your customer base to identify profitable and attractive market sectors. In addition, you will learn how to use consumer behaviour theories to inform your organization’s approach to attracting customers, and develop strategies to increase loyalty and retention. You will learn the core theories of marketing and be able to develop marketing strategy for your business. You will then be able to develop a comprehensive marketing plan, and develop a suite of best practices targets to successfully promote your products services.
PROGRAM CONTENTS
The Diploma in Sales and Marketing Management program comprises the following courses:
COURSE 1: ESSENTIAL SALES SKILLS
This course provides you with the training to successfully sell in both business-to-business and business-to-consumer contexts. On completion of this course, you will be able to plan for and make sales calls and carry out sales visits with more confidence, and professionalism. You will be able to make effective sales pitches, and handle potential buyer objections. You will learn how to close deals effectively, and follow up to ensure customer commitment and retention. In all, you will have greater success with your sales activities.
COURSE 2: LEADING AND MANAGING A SALES TEAM
This course provides sales managers with the knowledge and tools to lead a successful sales team, and plan and execute successful sales campaigns. You will learn how to recruit the right people, train and continually educate your sales representatives, how to motivate the team, and provide the team with the resources they need to successfully close the sales deals. In addition, you will learn how to manage the sales campaign and the sales process. This will involve planning the campaign, setting targets, measuring sales performance and providing feedback to the sales team to help them achieve their individual and group sales targets.
COURSE 3: FOUNDATIONS IN MARKETING
This course is designed to provide participants with a sound understanding of the key elements of researching and profiling a market, determining the marketing mix, analyzing and defining a target market and planning and implementing marketing strategies. You will also learn how to use this information to position your products and services for optimal profitability, and segment your customer base for maximum opportunity. This information will help you plan your sales activities, and your key account management strategy.
COURSE 4: ATTRACTING AND RETAINING CUSTOMERS
In this course, you will learn how to analyze your customer base to identify and rank your most profitable customers and how to use this information to help plan your sales and marketing strategies. You will learn how to use customer journey mapping and value-based marketing to enhance your insights and identify opportunities for increase sales and profitability. You will learn about the core principles of relationship marketing and key account management, and explores techniques and tools to build these capabilities in your organization. Finally, you will learn about the value and use of customer intelligence (CRM) to support sustainable growth.
COURSE 5: MARKET ASSESSMENT
This practical course in market assessment provides the foundations and the detail for the development of a successful marketing strategy and marketing plan for your business. On completion of this course, you will be able to conduct an depth analysis of the business environment you are currently and planning to operate in. You will also gain insight into the competitive environment, and the potential of your business to succeed. You will also be able to conduct research into your customers base, where you will learn techniques for analyzing your customer base, their buying preferences, and the contribution to your profitability.
COURSE 6: DEVELOP MARKETING STRATEGY
This course introduces strategic marketing theory, and the application of core theories in practice in your business. The course provides learners with the knowledge and tools to identify marketing goals for the business, and apply marketing and brand strategies and tactics (the 4P’s) to plan for and achieve these goals. In addition, you will frame tactics to action strategy and evaluate the progress in strategy implementation
COURSE 7: DEVELOP A MARKETING PLAN
The Global Marketing Planning course is designed to enable you to create a solid marketing strategy and generate numbers and action items to help you make your strategy real. In this course, you will apply the information you have acquired and framed about your markets, customers and opportunity portfolio, to the development of a strong marketing strategy. You will use this strategy to develop marketing tactics – the 4 p’s (product positioning, pricing strategies, place – distribution channels, and promotion – public relations, branding and advertising tactics), set realistic sales targets, and set and get support for your marketing budget. The product of this course will be a fully viable 3 year marketing plan, which you can use grow your business, and gather support from your stakeholders, whether senior managers or investors.
COURSE 8: PROMOTING PRODUCTS AND SERVICES
This practical course will give you the knowledge with which to assess the best marketing and promotional options for your business, plan for and buy in the services which will bring your business to the attention of your target markets, and build your corporate brand and image. You will learn how to develop a comprehensive promotional strategy for the business, and how to monitor and evaluate plan effectiveness.
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SKILLS AND CONTENT
On completion of the Global Diploma in Sales and Marketing Management, you will be able to:
- Conduct Sales Effectively
- Lead and Motivate a Sales Team
- Conduct Effective Business Negotiations
- Overcome objections to sales
- Plan for successful sales engagement
- Close a sale successfully
- Understand a range of motivation theories
- Set Motivating goals for the team
- Set appropriate and motivating incentives for the team
- Use a range of non-financial incentives to motivate the sales team
- Prepare for successful business negotiations
- Set appropriate negotiating objectives
- Bargain successfully
- Deal with difficult people in negotiations
- Plan for effective sales presentations
- Deliver persuasive sales presentations
- Conduct a market assessment
- Identify business growth opportunities
- Quantify market size and market share
- Conduct a SWOT analysis
- Conduct a PESTLE analysis
- Conduct customer profitability analysis
- Conduct customer and market segmentation
- Understand key marketing theory
- Align marketing with corporate strategy
- Apply the marketing mix principles to marketing planning
- Develop marketing strategies
- Develop appropriate pricing strategies
- Develop appropriate channel management strategies
- Develop brand management strategies
- Analyze consumer behaviour
- Use consumer behaviour data to inform marketing strategy
- Develop customer retention strategy
- Map the customer journey
- Apply relationship marketing principles
- Apply key account management principles
- Apply customer life-cycle management in planning sales activities
- Evaluate the effectiveness of marketing strategy
- Develop a marketing plan for the business
- Develop marketing budgets
- Develop sales targets
- Apply advertising effectively
- Plan for and use internet marketing
- Develop effective print media in marketing
- Use email marketing
