MARKETING & SALES STRATEGIES

NB: A marketing plan must be supported by marketing strategies and driven forward by leadership & sales management.

HRDC program registration no: 10001228349 

DRC Management & Training PLT

www.asia-seminar.com

william@asia-seminar.com / WhatsApp 6013-7296728

Duration: 2 Days (Both days from 9am-5pm)

Foreword: This program provides a great mix of modern marketing & sales concepts with that of ancient war wisdom & methods. It also provides guidance for assessing the current against future methodologies of strategic marketing & sales whilst at the same time helps participants understand their position as in attitude, skills & knowledge. The approach is not without motivation to ensure application of what is shared in this exclusive program. Whilst covering the pertinent areas of strategic marketing, this program also ensures business success by covering not just sales management and the requisite sales strategies but also the core of marketing & sales, that is – the prerequisites of leadership in this challenging field. All businesses must find a way to stand out in a competitive marketplace. Whether you sell products online, own a local business, or run a B2B business, you must find the right marketing strategies to grow your audience, reach more customers, build brand awareness, and increase sales to boost revenue. Marketing can help educate prospective customers about your product or service offerings, facilitating them through the customer journey and helping you make more sales. Marketing not only boosts brand awareness to let more people know about your brand, but it also aims to make the sales process easier for everyone. If you want to sell your products and services, you need some form of marketing. There are many different marketing types to promote your business. When done right, marketing will help you sell more products while reducing other costs. Without marketing, many businesses wouldn’t exist because they’d be unable to drive sales. 

What you will learn from this Program:

Participants will learn most of the pertinent key areas of strategic marketing supported by leadership & sales management know-how including pragmatic selling skills which on the overall form the symbiosis for effective business development.

“The aim of marketing is to make selling superfluous”

“The aim of marketing is to get customers to know, accept, appreciate and trust you.”

PROGRAM OUTLINE

DAY 1

PART 1: Face-off with Reality

1. Assess the Marketing, Sales & Service Equation in your Company.

2. The Awakening: ‘Reviewing mistakes & cases where good ideas have fallen to ignorance’

PART 2 : The Primary Mechanics of Marketing

1. Evolution of the Marketing Concept

2. The Marketing Concept

3. Marketing Environment

4. The Forces in Marketing Environment

5. Marketing Mix Variables (The 4Ps)

6.  Product & Price Variable

7. Distribution & Promotion Variable

8. Product Orientation

9. Marketing & Sales Orientation

10. Value Driven Marketing

PART 3: Understanding the Matrix of Marketing & Sales Paradigms

1. Moving from a ‘Fixed Marketing & Sales Mind-set to a ‘Growth Mind-set’

2. Review your Marketing Strategies & Sales Activities (It’s time to top up with new ideas, skills & techniques, and unlearn old & existing ones that is not effective).

3. Projecting into an ‘Innovative & Creative Marketing & Sales Mind-set’

4. Wisdom Quotes to Guide Strategic Marketing (To create a shift of paradigm in marketing & sales)

PART 4: Marketing Cycle

1. Market Research, Product Development, Promotion, Sales, Distribution, Customer Feedback, Analysis, Adjustment

PART 5: Key Aspects of Marketing

· Understanding Needs: Figure out what your customers need are.

· Creating Value: Develop products/services that fulfil these needs.

· Communicating Value: Advertise benefits effectively.

· Delivering Value: Ensure promised value through quality & service.

· Building Relationships: Foster customer loyalty and satisfaction.

· Adapting to Changes: Stay flexible and adjust strategies based on market shifts.

· Plan Smart: Set goals, pick your target audience, and use your resources wisely.

· Ethical Considerations: Sustain honesty, customer privacy, and product safety.

PART 6: Re-engineering Strategic Marketing

1. S.E.R.V.E your Strategic Marketing Plan

2. Review how S.L.E.P.T affect your Business

3. S.W.O.T your Company's Position

4. Be S.M.A.R.T.E.R in your Business Management Approach

5. Development of Contingency Plans

6. Adjusting the Marketing & Sales Equilibrium with Customer Service Excellence

7. Marketing Strategy Vs Marketing Plan 

PART 7: Adopting the Concepts & Philosophies of Strategic Combative Marketing

1. Leadership: Understand the Principle-cantered Qualities of Marketing & Sales Leaders.

2. Waging War: Setting a combative marketing culture – Monitor & destroy the competition – How to be highly aggressive in your defence system – Identifying opportunities – both current & future – Assessing and re-structuring resources – View globalization and the changing marketing trends – be futuristic!

3. Laying Impeccable Plans: Deriving the strategies of war plans & relate it to business plans.

4. The Use of Information: Reviewing your business direction in tandem with pertinent information.

5. Attack by Stratagem: Conserve energy for focus and impact – Manoeuvre for territorial advantages – Implementing the 5-R Concept (Recover – Review – Recoup – Re-engineer – Re-establish).

6. Weak & Strong Points: Identify your strength and weaknesses – Identify your competitors’ strength and weaknesses – Timing your attack on the competitors’ ignorance and weaknesses.

7. Army on the March: Strike the right balance between attack and support

8. Terrain: Study the market terrain – micro & macro environmental        analysis      –    Implement ways to manage the market terrain to your advantage

9. Attack by Fire: Launching strategic initiatives or campaigns that are designed to disrupt the competition and gain a competitive advantage. For example, the principles of deception, surprise, and confusion can be used to create marketing campaigns that are fast, unexpected and hard to anticipate by competitors.

10. Maintaining a Winning Position: Laying the Foundation to continuously reinforce your Marketing & Sales Strengths – Applying the ‘how to’ approach in maintaining victory.9 Types of Marketing to Promote your Business

DAY 2

PART 8: Eight Marketing Approach to Promote & Increase your Business

1. Content marketing – Content marketing is an effective inbound marketing strategy that educates and engages customers by helping them find information about your products, brand, or industry online. Examples of content marketing include: Blogs, Videos, Social media posts, E-guides.

2. Social media marketing – This includes Face book, LinkedIn, TikTok, Instagram, Telegram, Messenger.

3. Influencer Marketing – Because influencers are thought leaders in their industries, they have gained a level of trust many businesses never will, so their followers are likely to listen to product recommendations. As a result, influencer marketing can help your brand earn more exposure, boost brand awareness, and increase sales.

4. Search Engine Marketing – Search engine marketing (SEM) includes all types of marketing that use search engines like Google as their marketing tool. Search engine marketing typically encompasses 2 digital marketing strategies.

5. E-Mail Marketing – Many companies use email marketing because it’s highly effective. Email marketing requires marketers to send emails to customers and prospects to increase sales and help customers through the sales funnel easily. With high conversion rates come high returns.

6. Public Relation – Public relations (PR) is a type of marketing that can help build your business reputation in the media.

7. Print Marketing – Print marketing is the use of print media to generate brand awareness about your company. Print marketing includes advertisements in magazines, brochures, and billboards

8. TV & Radio – Television and radio commercials have evolved over time but remain effective marketing strategies for businesses.

PART 9: The Matrix of Leadership in Marketing & Sales Team Management

1. Qualities of a Marketing & Sales Leader

2. Strategic Sales Management with P.O.S.T.D.C

3. Facilitating Effective Sales Meeting

4. Brainstorming Techniques for Cultivating & Structuring Marketing & Sales Strategies

5. The Mechanics of Strategic Sales Management

PART 10: The Mechanics of Professional Selling Skills

1. Reviewing & Reinforcing 88 Sales Strategies

2. Redefining your Sales Team Professional Sales Attitude

3. Redefining your employees Communication & Interpersonal Skills

4. Adapting to the ‘Organized Sales Presentation’ Approach

PART 11: Demographics – Customer Focus Selling

1. Age Groups: Different age groups have different concerns & different health issues

2. Characters & Personalities: Understanding the different customer types & the ability to interact and convince them.

3. Customers’ Knowledge & Awareness: Customers know what they need or think they do. To serve & sell to them requires comprehensive product knowledge.

4. Linguistic Skills: The linguistic skills refer to the having efficiency in the grammar, structure, phonology, semantics, etc. of one or more languages. It means to have a stronger grip over the listening, speaking, reading, and writing parts of the language. Effective communication can provide an additional winning edge.

PART 12: Reinforce Inter-Departmental Teamwork for Better Cooperation & Coordination

1.    Teaming Activities for simulation

PART 13

1.    Begin to Redesign your Strategic Marketing Plan – Right Now!

Duration: 2 Days (Both Days from 9am – 5pm

Professional Fee: As arranged (inclusive of handouts & certificates of attendance)

Training Methodology: 

Interactive lecture, coaching, video clips, brainstorming, case studies, motivation & assignments

William Leon Chua PhD

(MANAGEMENT COUNSULTANT / MOTIVATOR / STRATEGIC MARKETING CONSULTANT/SALES GURU)

William Leon Chua is the Founder, Chief Trainer and Principal Consultant of DRC Management & Training PLT. He is a sought-after management consultant; and compelling corporate trainer & motivator on Leadership Empowerment, Strategic Marketing, Sales Management, Professional Selling Skills & Negotiation Skills, Sales Psychology, Inter-personal & Communication Skills, Strategic Management, Corporate Teambuilding, Customer Service, Sun Tzu Art of War, Corporate Ethics, Mind-set Change, Change Management, TQM, and High-Performance Management etc.

He speaks to audiences in Malaysia, around the Asia-Pacific Region, and occasionally in Europe. He was a member of the Malaysia Association of Professional Speakers (MAPS), the Malaysia Institute of Management (MIM) & Malaysia Insurance Institute (MII). He is a registered corporate trainer with the Human Resource Development Federation of Malaysia (HRDF) since 1999.

Academically - he has acquired a Diploma in Sales Management, a Diploma in Business & Management, a BA majoring in Psychology, and a PhD in Organizational Behaviour from IUKL and was awarded an Honorary Doctorate in Business Management & Psychology by MSICC.

Working Experience - With his more than 30 years of multi-industrial experience complemented with his years of experience as a professional corporate trainer, he has amassed volumes of knowledge, skills and ideas. He is more than a lecturer; he is a corporate trainer qualified with years of in-depth multi-industrial experience.

During this 2-day program he will impart his years of research and invaluable experiences on the subject matter to the participants.

All in all, he has provided corporate training to more than 500 companies ranging from manufacturers, universities, pharmaceutical companies, housing developers, hotels, forwarders, wholesalers, banks and insurance companies.

His approach to facilitating seminars is – research-based & up-to-date informative, entertaining, highly motivating and at the same time, serious in approach to ensure that learning is effectively projected into action and results.

To-date, he has conducted training to more than 500 companies, some of which are: Farmchochem, Eli Lili, Eisai, Pathlab, Bioclear, Healthtronics, Pantai Medical Center, ING Insurance, Cerebros, TA Investment, TQS Enterprise, The Edge Communications, UCB Pharma, Unisem, VIA Communication Network, RHB Bank, RHB Unit Trust, Alliance Bank, Asia Life, American Home Assurance, Amanah Saham Sarawak, Chartered Bank, Hong Leong Bank, Hong Leong Unit Trust, Wing Tiek Holdings, Mitsui Sumitomo, Amassurance, Techdos, PBDS, Toyota, Honda, Brother International, Basis Bay, Blue Scope Steel, BTV Productions, Betamek Electronics, Affin Bank, Boilercare, Miri Port Authority, Bintulu Port Authority, Paramount Property Development, ISL Services, Infiniti Medical, IOI Loders Croklaan Oils, SPC Industries, SNC Consolidated, Syntronic, Synergy Worldwide, P & O Global, PGF Insulation, Innosabah Securities, Jashin Cabins, SkyNet Worldwide, Sime Darby Travel, Top Glove, Epcos, Tashin Steel, Eliston Engineering, Exxon Mobil, , Techdos, Tekla, Total Oil Malaysia, TH Properties, KDU, Nottingham University, KDU, Nottingham University, TT Engineering & Manufacturing and many more.