The Sales & Marketing Management MBA

Course Introduction

Marketing is the business function that identifies customer needs, comes up with products and services to satisfy these needs, determines which stakeholders the organisation can best serve and designs programmes to inform these stakeholders.

Market leadership comes through customer satisfaction, quality products and services, innovative selling and service. It is about seeing the world through our customer’s eyes and making decisions that have a positive impact on them.

This Oxford Management Centre training course focuses on:

• The major decisions marketing and sales leaders face in matching their organisation’s resources with marketplace realities
• Analysis of current issues in marketing and sales management and frameworks for managing them
• Best practices, concepts, tools and techniques for managing marketing and sales activities
• Applying marketing and sales theories to the real-world issues delegates face including balancing demand and supply, understanding and responding to buyer behaviours, and relationship building
• Marketing and sales strategies in the global marketplace including relationship building with people from other cultures

Objectives

By the end of this programme, participants will be able to:

• Align sales and marketing Initiatives within the organisation
• Develop sales and marketing strategies and programmes to build competitive advantage
• Improve the sales recruiting, interviewing, and hiring process
• Integrate social media marketing with traditional marketing activities
• Use the marketing mix to increase business development opportunities
• Adjust their marketing, communication and selling styles to that of people from other cultures

Who Should Attend?

Sales and marketing professionals and business owners, including:

• Regional Sales Managers and Sales Directors
• Account Managers and Account Executives
• Telephone Sales Managers and Sales Executives
• Online Sales Managers and Sales Executives
• Sales Engineers
• Sales Trainers
• Customer Service Managers and Advisors/ Agents
• Business Development Managers and Executives
• Marketing Strategists and Planners
• Creatives and Content Management Specialists
• Digital Brand Management, Digital Marketing, Social Media and SEO Specialists
• Researchers and Data Analysts
• PR, Public Affairs, Community Relations, Media Relations and Reputation Management Professionals

Course Outline

• Steps in Designing the Sales Force including Setting Objectives, Types of Sales Structure, Compensation and Costs
• Strategies for Recruiting, Training, Directing, Motivating and Evaluating Highly Effective Sales People
• Developing Selling Skills including Prospecting, Qualifying, Negotiating, Closing and Relationship Management
• Interpersonal Skills to Improve Sales Effectiveness including Listening, Explaining, Influencing and Persuading
• Selling and Marketing to People from Other Cultures
• The Marketing Management Process and Marketing Planning
• Analysing Marketing Opportunities and Selecting Target Markets
• Designing Marketing Strategies and Planning Marketing Programmes
• Organising, Implementing and Controlling Marketing Efforts
• Coaching and Motivating Marketing Professionals to Achieve Peak Performance and a Mindset of Continuous Improvement