Principles of Marketing - Level 1
Duration: 2 Hours
Principles of Marketing: Fundamentals of Marketing offers the student an overview of the information required to identify key marketing terms, language, and concepts. The program details the elements of the marketing mix, the stages of the product life cycle, and the proper steps to implement the market segmentation process.
Principles of Marketing - Level 2
Duration: 4 Hours
Principles of Marketing: Product Strategy offers the student an overview of the information required to classify consumer and business products, create and promote brand equity, and implement new product development strategies. The program details the functions and objectives of packaging and labeling strategies, the stages of the consumer adoption process, and the four product development strategies.
Principles of Marketing - Level 3
Duration: 4 Hours
Principles of Marketing: Distribution Strategy offers the student an overview of the information required to identify types of distribution channels, select appropriate distribution partners, and develop an efficient distribution system. The program details the steps for selecting suitable distribution channel partners, the goals your distribution strategy should achieve, and the process to manage your distribution system effectively.
Principles of Marketing - Level 4
Duration: 4 Hours
Principles of Marketing: Promotion Strategy offers the student an overview of the information required to identify the elements of the promotional mix, determine appropriate promotional objectives, and select the advertising types and public relations tools to implement. The program details the procedures for creating an advertising campaign, the types of promotional strategies, and the steps of the personal selling process.
Principles of Marketing - Level 5
Duration: 4 Hours
Principles of Marketing: Pricing Strategy offers the student an overview of the information required to identify the role pricing plays in the marketing mix, to select appropriate objectives for pricing strategies, and to choose common methods to determine pricing. In addition, the program details the issues to consider when establishing a pricing strategy, the legal constraints that can affect pricing decisions, and the steps of the pricing process.
Principles of Marketing - Level 6
Duration: 2 Hours
Principles of Marketing: Writing a Marketing Plan offers the student an overview of the elements of a marketing plan, covers the processes used to develop marketing objectives and strategies, and covers how to create a marketing plan. The program also details how to write, present, execute, and evaluate a marketing plan.
Sales Presentations - Level 1
Duration: 2 Hours
In "Sales Presentations - Preparing for Sales Presentations," you will learn why sales presentations are important and identify the causes and effects of poor presentations. You will identify and understand the critical front-end preparations for a sales presentation, from both a theoretical and physical standpoint. Finally, you will identify the various types of sales presentations, and identify the key elements of an excellent presentation.
Sales Presentations - Level 2
Duration: 2 Hours
In "Sales Presentations - Developing High Quality Sales Presentations," you will learn how to design an effective sales presentation. You will learn the elements that will set your presentation apart from your competitors, and how to engage your audience. Additionally, you will discover ways to overcome presentation challenges, and how to incorporate technology into your presentation.
Sales Presentations - Level 3
Duration: 2 Hours
In "Sales Presentations - Delivering the Sales Presentation," you will learn how to use body language and other delivery techniques to deliver an effective presentation. You will also learn techniques for reducing nervousness, as well as pitfalls to avoid during presentations. In addition, you will learn about guidelines for delivering a client-focused presentation and elements that you can use within your presentation to effectively support your message. You will also learn techniques for using visual aids, how to adapt your presentation to respond to changing circumstances, and how to evaluate your performance.
Competitive Selling - Level 1
Duration: 2 Hours
This three-part series provides insight and knowledge for sales professionals on differentiating their product or service when compared to their competitor and how they can build value for the customer. This series will also provide the insight on why sales are lost to the competition, and will help sales professionals reduce the likelihood of losing to their competitors. The courses will provide perspectives on how to increase the perceived value of your offerings in the eyes of the customer and to decrease the perceived value offered by your competitors.
Competitive Selling - Level 2
Duration: 2 Hours
This course will provide insight to sales professionals on differentiating their product or service and building value for customers. This course will help provide critical perspectives on factors affecting value and how to determine value in a product or service. The course also outlines the importance of competitive advantage and how to make competitive advantage work. Further, it introduces ways in which you can identify strengths and weaknesses, create customer profiles, develop a selling strategy, and continuously provide value to meet customer needs.
Competitive Selling - Level 3
Duration: 2 Hours
This course will provide insight to sales professionals on differentiating their product or service and building value for customers. This course will help provide critical perspectives on factors affecting value and how to determine value in a product or service. The course also outlines the importance of competitive advantage and how to make competitive advantage work. Further, it introduces ways in which you can identify strengths and weaknesses, create customer profiles, develop a selling strategy, and continuously provide value to meet customer needs.
Sales Negotiation - Level 1
Duration: 2 Hours
In "Sales Negotiation - Fundamentals of Negotiation," you will learn advanced ways to approach negotiation and how best to prepare effective negotiation strategies to increase profitability in your sales cycle. You will also learn what it takes to develop and build mutually beneficial negotiation relationships, as well as best practices in improving your negotiation communication among new and existing business relationships. Additionally, you will learn how to prepare a strong foundation by exploring specific pre-negotiation steps that will leave you feeling confident and prepared for your next negotiation session.
Sales Negotiation - Level 2
Duration: 2 Hours
In "Negotiation Strategies," you will learn about common negotiating strategies, factors that should be considered when choosing a strategy, and how to create the proper atmosphere for negotiations. You will also learn about elements that can derail negotiations as well as guidelines to help keep them on track. In addition, you will learn how to deal with demanding clients and how to adapt when competitors are fighting for your business. You will also learn to use problem-solving techniques to reach mutually-satisfying agreements and how to develop creative options for mutual gain.
Sales Negotiation - Level 3
Duration: 2 Hours
In "Sales Negotiations – Negotiation Execution," you will learn about the negotiation process, the key players in a negotiation, and ways to maintain control of the negotiation. Additionally, this course covers guidelines for dealing with difficult people and strategies for dealing with less-than-ideal scenarios and outcomes. After completing this course, you will be prepared to negotiate successfully with people in a variety of roles.
Sales Forecasting - Level 1
Duration: 2 Hours
In "Sales Forecasting - Forecasting for Success," you will cover the skills and information necessary to understand the importance of sales forecasting, develop a sales forecast, and emphasize teamwork to realize your goals.
Sales Forecasting - Level 2
Duration: 2 Hours
In "Sales Forecasting - Forecasting Your Own Accounts," you will learn how to apply the principles of forecasting to your own accounts. Specifically, you will learn how to use different types of forecasting, as well as how to avoid excessive detail in your forecasts. You will also learn how to reduce forecasting errors and how to predict the likelihood of winning a sale. Finally, you will learn how your forecast is tied to revenue goals and how it is used by various business functions within your company.
Sales Forecasting - Level 3
Duration: 2 Hours
In "Sales Forecasting - Applying Forecasting Methods," you will learn how to apply quantitative and qualitative forecasting methods to your accounts. You will learn the fundamentals of time series and regression forecasting methods. You will also learn how to use market research and expert judgement to create forecasts. Finally, you will learn how to integrate, implement, and evaluate forecasting methods.
Relationship Management - Level 1
Duration: 2 Hours
In "Relationship Management - Preparing the Client Relationship," you will learn about the importance of developing a relationship with a client in which you serve not as a salesperson, but as a trusted advisor. You will learn what unique needs clients have as a result of the Information Age and the importance that trust plays in turning clients into loyal customers. You will also learn what specific roles you must fulfill to become a client's trusted advisor and how your emotional intelligence will assist you in the process. Finally, you will learn how to identify who you should be selling to within a client organization and how to determine whether or not that client is a good match for your own firm.
Relationship Management - Level 2
Duration: 2 Hours
In "Relationship Management - Building the Client Relationship," you will learn about the importance of developing a relationship with a client in which you serve not as a salesperson, but as a trusted advisor. You will learn how to create and conduct an effective needs assessment and how to turn this needs assessment into a shared vision with your client. You will also learn specific action items to help you build trust with a client, which will enable you to become a coach and ultimately an advisor to your customer. Finally, you will learn how to extend the client relationship by fulfilling client needs and turning client objections into opportunities.
Relationship Management - Level 3
Duration: 2 Hours
In "Relationship Management - Maintaining the Client Relationship," you will learn about the differences between short-term and long-term customer relationships, as well as the causes and advantages of these relationships. You will also identify methods of keeping and extending the client relationship into future endeavors. Finally, you will learn about techniques for measuring success in the client relationship, and which techniques might be most effective for you.