SALES AND MARKETING

COURSE OVERVIEW:

The purpose of this curriculum is to discuss all of the intricacies of sales and marketing at the organization.
The curriculum will focus on the aspects of sales, including how to successfully navigate a sale and
strategies for developing and maintaining new business. The courses included in this curriculum will
provide insight into basic negotiation skills and the stages of negotiation in order to further assist in
becoming successful in a sales and marketing role at the organization.
Navigating the Sale
T1) Sales
T2) Sales Basics
T3) The Model
T4) Identify the Need
T5) Build the Relationship
T6) Advance the Sale
T7) Customize Solutions
T8) Overcome Objections
T9) Close the Sale
T10) Maintain Quality Service
Business Development
T1) Developing New Business
T2) Researching Markets and Identifying Targets
T3) Your Outreach Plan
T4) Securing Meetings
T5) Creating Proposals
T6) Following Up and Managing Opportunities
T7) Working with Phone Prospects
T8) Presentations and Meetings
Stages of Negotiation
T1) Prepare
T2) Gathering Information
T3) Know the Climate
T4) Strategizing and the Outcome
T5) Tactics
T6) Leverage
T7) Offers
T8) Concessions and Resolutions
T9) Close the Negotiation
T10) Evaluating the Negotiation
T11) Closure and Evaluation
T12) Case Studies
T13) Overcoming Obstacles

Overview of Social Networking
T1) Understanding Social Networking
T2) How Businesses Use Social Networking
T3) A Business Development Tool
T4) Customer Outreach and Touch Point Analysis
T5) Risk Mitigation
Basic Negotiation Skills
T1) The Art of Negotiation
T2) The Importance of Negotiation
T3) Know Your Style
T4) Negotiation Terms
T5) Types of Negotiation
Negotiation Communication Skills
T1) Interpersonal Skills
T2) Verbal and Non-Verbal Skills
T3) The LISTEN Model
T4) Giving Feedback
T5) Asking Questions