Course Outline
Introduction
Sales and Marketing Fundamentals
- Fundamentals of selling.
- What is cross-selling?
- What is upselling?
- Overview of sales marketing.
Selling Techniques and Strategies
- Cross-selling and upselling strategies.
- Creating a cross-sell grid.
- Product models.
- Markov chain.
- Cluster and marketing basket analysis.
- Cross-selling and upselling techniques.
E-commerce Marketing
- In-app cross-selling and upselling.
- Email marketing.
- Visual commerce.
- E-commerce conversion audit.
Database Marketing
- Database marketing vs. relationship marketing.
- Competitive advantage.
- Information and knowledge management.
- Database marketing tools and best practices.
Customer Relationship and Lifetime Value
- Customer perceived value and value analysis.
- Value proposition development.
- Marketing funnel.
- Building customer loyalty.
- Product profitability analysis.
- Customer lifetime value.
- Managing churn.
- Loyalty program development.
Marketing Research
- Types of research process and methods.
- Different marketing research sources.
- Sales information system and marketing intelligence system.
- Marketing communications, promotions, and events.
- Managing digital communications.
Summary and Next Steps
Requirements
- Basic knowledge of sales and marketing.
Target Audience
- Marketing professionals.
- Entrepreneurs.
Testimonials (3)
Irma was attuned to us as learners and our business needs. It was clear that she was actively listening to us from the informed feedback she then provided.
Siobhan - Raintree
Course - Digital Marketing for Software-as-a-Service (SaaS)
Responses with solutions and practical use.
Agnieszka - AIRBUS HELICOPTERS POLSKA SP. Z O.O.
Course - Google AdWords: Beginner to Advanced
Found the entire two days of training very informative and educational, but the content covered on Day 2 (Social Media & Mobile Marketing, Analytics, as well as Strategy & Planning) was the most valuable to me as it relates directly to my current line of work.
