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Duration 21 hours
Course Outline
Introduction
Foundations of Sales and Marketing
- Core selling principles
- Definition of cross-selling
- Definition of upselling
- Overview of sales marketing
Selling Techniques and Strategies
- Cross-selling and upselling strategies
- Developing a cross-sell grid
- Product models
- Markov chains
- Cluster analysis 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 auditing
Database Marketing
- Database marketing versus relationship marketing
- Gaining a competitive advantage
- Information and knowledge management
- Database marketing tools and best practices
Customer Relationships and Lifetime Value
- Customer perceived value and value analysis
- Developing value propositions
- The marketing funnel
- Building customer loyalty
- Product profitability analysis
- Customer lifetime value
- Churn management
- Loyalty program development
Marketing Research
- Research process types and methods
- Various sources of marketing research
- Sales information systems and marketing intelligence systems
- Marketing communications, promotions, and events
- Managing digital communications
Summary and Next Steps
Requirements
- Familiarity with basic sales and marketing concepts
Target Audience
- Marketing professionals
- Entrepreneurs
Testimonials (1)
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.
