Program Overview: This program is designed for small enterprises with limited advertising budgets. It aims to guide enterprises on how they can generate interest in their products, engage customers effectively, negotiate to maximize value, and create win-win solutions.

Program Objective: To increase sales and profitability by upgrading knowledge and skills in reaching and selling to various customers.

Program Outline:

I. Attitudes and Mindsets

• Types of Sellers
• Building Persuasiveness

II. The Marketing Plan

• Your Brand Promise
• The Four P's of Marketing – Putting the right product at the right place at a price people are willing to pay

o Product

o Place – i.e. distribution points

o Price

o Promotions

• Articulating the Marketing Plan

III. Customer Engagement and Sales

• The Keys of Effective Selling
• Types of Customers
• Growing Sales Volume

IV. Negotiating Skills

• The Tradables Approach to creating win-win situations
• Stating Your Proposal

o Concept of Condition & Offer

o Assertive & Submissive Formats

• Responding to Proposals

o Reacting to proposals

o Steps in Counter–Proposing

• Negotiating Gambits: How to avoid them; How to use them

V. Customer Service

• Delighting Customers
• Handling Difficult Situations and Irate Customers

VI. Program ending and wrap-up