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Facilitator |
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Mr. Billy Ong
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Trainer |
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Event's Profile |
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| Date |
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11 - 13 November 2015 |
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9am - 5pm |
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| Suite 7-5, Level 7 |
| Wisma UOA II |
| 21, Jalan Pinang |
| 50450 Kuala Lumpur |
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Registration |
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Online Registration, please
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Registration via Fax,
please download form here
and fax it to (603) 2713 6869. |
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PM Resources' Contact |
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Sharing |
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In-house Training |
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Apart from the above program, the following are also available for in-house training:
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| Strategic Marketing Planning |
| A 3-Day Programme |
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Date : 11 - 13 November 2015 (Wednesday - Friday)
Time : 9.00 am - 5.00 pm |
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| Introduction |
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The purpose of this programme is to enable participants to improve their skills, knowledge and the direct application of strategic planning in sales.
Strategic Sales Planning is specially designed to provide a working knowledge on the principles of strategic planning and how to set directions for effective results in sales planning both from the viewpoint of top-down or bottom-up approach.
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The programme also aims to be a thorough practical working session which will provide participants with a concise guide to the fundamental strategies in sales planning.
The programme will bring to a realisation that in strategic planning, selling risks are minimised and success rates are maximised.
Participants will know how to apply their knowledge of sales to do much better than their competitors in the business world. They will gain from the extensive experience of the Course Leader in planning and directing their selling activity, whether their operations is a sole-proprietorship, or a member of a small medium sized industry (SMI) or a multi-national company (MNC). |
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| Objectives |
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Upon completion of the programme, the participants will be able to:
- Realise a sense of purpose in pursuing their goals/objectives
- Understand the importance of planning and reporting
- Feel a sense a confidence in their training
- Adopt an spirit d’corps amongst sales team member and management
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| Programme Outline |
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| Module 1: Introduction |
- The importance of strategic planning today
- The difference between strategic and tactics
- The marketing plan and its function
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| Module 2: What Are We Now |
- Business definition
- Management audit
- Current strategy
- Solving existing problems
- Internal analysis: Strengths & Weaknesses
- External analysis: Opportunities & Treats
- The SWOT summary
- Who are your customers?
- Project or Bid analysis
- Listing of your competitors
- Competitors informations
- Comparing yourself to the competitors
- A quick comparison on your facilities/services against your competitors
- Competitive continuum
- Competitor analysis summary
- Promotion audit
- Are you promoting right?
- Price range guidelines
- Product comparison
- Product guidelines
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| Module 3: Where Do You Want To Be |
- Why do people buy (video supported)
- Developing a mission statement
- External analysis: Opportunities & Threats (revisited)
- Identifying your most important strengths and weaknesses; and your most dangerous weaknesses and threats
- Your personal goals (video supported)
- Long term goals
- Advertising/promotion goals
- Building on your weaknesses; avoid the threats
- Turning goals into objectives
- Pricing objectives
- Product/service – targeting the market
- Expected revenue based on "Worst", "Most Likely" and "Best" scenarios
- Competitive objectives
- Preliminary marketing, sales, and profit goals
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| Module 4: Which is The Best Way to Get There |
- Good management scorecard
- Identifying the problems faced by you and how do you intend to rectify them
- Market segmentation criteria
- Market segment analysis
- Market segmentation worksheet
- Customer/prospect summary form
- Promotion Smorgasbord
- Promotion summary
- Price setting
- Product application
- Relating your product/service to its benefits and the intended market segment
- The O & P Analysis (Overhead and Profits)
- New product/service objectives
- Summary of product/service goals
- Business goal summary
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| Module 5: Putting Details into the Plan |
- Marketing Action Plan
- Marketing Action Timetable
- Drafting out the marketing plan
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| For more programme’s details, please |
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| Who Should Attend |
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- Directors of Marketing
- Directors of Sales
- Marketing Managers
- Sales Managers
- Marketing Executives
- Sales Executives
- Sole proprietors and Business Development personnel
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| Methodology |
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To ensure that participants receive maximum benefits from the programme, participative lectures, small workgroups, team reports, and exercises will be used. In addition, video screenings will be shown to amplify the substance of the module taught at that time of the programme. Participants are to note that this is a WORK-SHEET driven session. Therefore, contributions from participants are essential to ensure the success of the programme.
Post-training follow-ups will be conducted at the requests of the participants to ensure that they understand the application of what has been taught. Participants will be required to present to the Course Leader copies of their Action Plans for discussions.
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| Your Investment |
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(The early bird date is 29 October 2015)
Early Bird fees: RM2, 067.00
Standard fees: RM 2,226.00
3 for 2 fees: RM4, 452.00
The above programme fee is inclusive of 6% GST
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