Upgrading business relation with the key customers from transactional to collaborative level is the most economic means to keep medium-long term business success. This module is dedicated for sales professionals who are responsible for account handling. It provides specific tools and techniques for key accounts identifications, analysis, prioritizing, development and maintenance.

• What’s account
• Relation value rather than commodity price
• Key account’s identification and prioritization
• Key accounts selection
• Relation stage identification and relation development
• Key account profiling
• Account manager role
• Mandatory commercial knowledge for account managers

This module is a mandatory asset for all sales professionals. It provides the basic inevitable toolbox for successful selling. It helps determining what to do, when to do it and how to do it. In sales putting enough effort is not enough, it has to be in the right place at the right time.

• Basic steps for successful selling and mastering the sales cycle
• Essential selling skills.
• Active prospecting and qualifying
• Sales funnel management
• Approaching and communicating with the customer
• Opening
• Offering
• Presentation
• Competition
• Negotiation
• Closing
• Questions
• The DoNots of selling

Product sales and product management are important cornerstones in sales organization. This module provides overview of product management role in the sales organization as well as the responsibilities and activities carried over by product management.

• Product manager role in sales organization
• Product manager profile and skills
• Basics of marketing
• Competition
• Product positioning
• Building essential product selling kit

Sales force is in the middle of a fierce battlefield. In the middle of the battle, this force needs a managing leader. Successful sales manager has to be a leader too. This module provides sales managers with a comprehensive structure and toolkit to manage sales team as a managing leader.

• Sales manager role
• Difference between salesman and sales manager
• Measuring team performance
• Managing sales forecasts
• Territory planning
• Managing sales meetings
• Performance monitoring and appraisal
• Coaching
• Motivation
• Compensation, rewarding and corrective actions

This module is providing essential knowledge on how to recruit, organize and maintain sales force effectively. It also provides the necessary basic communication framework within the sales organization as well as between sales and other functions in business.

• Different functions in sales organization
• Organizing sales force
• Sales force recruitment
• Reporting and communication within sales organization
• Reporting and communication between sales organization and the other business functions

Recently, the area in which our business is located is experiencing a quiet period.Sales organizations everywhere want to know the answer to one question: “How can we sell our way out of troubles?”. Doing more of what you’ve always done isn’t going to help. What works in good times may actually be counterproductive in tough times.
Without sales there is no business. Selling is the channel through which an organization delivers what it produces/develops to its customers. Buying is the other face of the selling coin.

People enjoy buying and shopping, but usually no one enjoy being sold to. How to convert the selling process into a customer buying experience? What are the main phases of the selling/buying experience? What is specific about selling in Egypt? What do you expect your career to be as a sales person? what does the company expects from you as a sales person.

All of these are critical questions for a sales person to carve a successful sales career. They are also critical questions any company needs to tackle while hiring and appointing sales teams.

At HOPE we don’t believe in abstract knowledge alone. We believe that any training is expected to lead to a real PERFORMANCE improvement. FROM KNOWLEDGE TO PERFORMANCE: That’s how do we see the training.

“Essentials of selling in Egypt” This training is a solid foundation base targeted both to individuals who are seeking to build sales career, as well as organizations who want to elevate the performance of their sales teams

 

Course topics:  What is Sales.  Who is the sales person.  What is the difference between sales, marketing and business development. Sales as career.  different roles within the sales organization.  Selling cycle and buying cycle.  Different types of selling.

This unique program lays the solid foundation base for both individuals who are seeking to build a sales career, as well as organizations who want to elevate the performance of their sales teams through:

• Providing basic concepts of sales. It is a headlight for sales persons on their career clarifying basic critical elements such as sales role, loyalty, sales process, different functions within sales organization.

• Providing the basic inevitable toolbox for Successful selling, it helps determining what to do, when to do it and how to do it. In sales putting enough effort is not enough, it has to be in the right place at the right time.

The program is organized in 5 modules, conducted in interactive workshops:

• What is sales?
• Sales vs. other customer focused functions
• Finance for sales
• Customers motivation
• Selling cycle and purchasing cycle

• Different sales functions within the sales organizations
• Sales channels and different types of selling
• Marketing for sales professionals

• Offering
• Presentation
• Competition
• Negotiation
• Closing
• Questions

• Essential selling skills.
• Active prospecting and qualifying
• Sales funnel management
• Approaching & communicating with the customer

• Customers and their motivation
• Selling cycle and purchasing cycle.
• Basic steps for successful selling and mastering the sales cycle

Pre-sales training assessment:
HOPE has developed a groundbreaking assessment service, MyCore360. MyCore360 includes a number of psychometric assessments, measuring various competencies. Each participant is required to take the pre-sales training assessment and accordingly the training content is individualized for each participant! Applying our motto “from knowledge to performance” this is essential to achieve a real performance improvement.

• Overview on personality traits
• Communication style
• Working style
• Internal consistency balance

• MBA instructor
• Published business dynamics papers
• Regional/Country Manager (Middle East, Turkey and Africa) at Toshiba Medical
• More than 15 years of sales experience in multinational enterprises like General Electric and Siemens Medical, where he held previous key strategic positions

This program is a workshop to introduce you to the world of e-marketing. You will do everything yourself from key word search, SEO, online analysis, online campaigns to website design.

 

Outlines:

Introduction 

• What is marketing?

• What is e-marketing?

• What is e- marketing strategy?

• The internet in the traditional marketing mix

 

Market Research & Crowdsourcing

• How a crowdsourcing campaign is managed

• The pros and cons of crowdsourcing

• Case study

 

Web Development and Design

• Introduction

• How it works

• Planning – laying strong foundations

• Designing

• Developing – technology gives it life

 

Writing for the Web

• How it works

• HTML

• An introduction to key phrases

• Types of web copy

• SEO copywriting

• Best practices for online copywriting

 

Search Engine Marketing

• The importance of search to a marketer

• Onpage -Search Engine Optimization SEO

• How it works

• Tools of the trade

• Pros and cons

 

Online Advertising

• Introduction

• History

• How it works

• Types of adverts

• Targeting adverts

• Behavioral and demographic targeting

• Tracking

• Tools of the trade

• Facebook Linkedin  Google AdwordsYoutube

• Pros and cons

 

Video Search Engine Optimization 

• Introduction

• History

• How it works

 

Off page SEO

• Social bookmarking

• Back-linking,Online article syndication

• Website submission to directories

 

Social networking

• Facebook

• Linkedin

 

 Email Marketing 

• Capturing leads

• Use of mail service providers

 

Making money online

• Affiliate marketing

• Google adsense

 

 WebPR

• How it works

• WebPR tactics

• Tools of the trade

 

Online Reputation Management

• Introduction

• Dell Hell

• How it works

• Ten rules to recover from an online brand attack

 

Web Analytics&Conversion Optimization

• Introduction

• History

• How it works

• Tools of the trade

• Pros and cons

 

Objectives:

By attending this workshop, attendees are expected to gain complete understanding of the online world.

 

Who should attend?

• Marketing managers and executives

• PR executives

• Website developers

• Online business operators

• Executives interested in launching online business

 

Instructor:Mohamed ElDemerdash

eg.linkedin.com/pub/mohammed-el-demerdash/19/121/b26

• Business internet marketing consultant helping businesses become more profitable through high online visibility.

• Digital strategist, speaker & social media consultant & trainer.

• Bridging business Sbrategy, Targeted objectives and ROI with digital marketing platforms.