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S.S.D. Sales & Marketing

An Excellence Training course with international equivalence !

Organization of studies



Duration

1 semester of 5 there- day modules, of which one in Brussels

Selection criteria

This course is destined to executives wishing to develop within their company or any other organizations. This training course aims to train participants to become senior marketing executives, sales and purchasing officers working in sales, industrial companies, banking and financial institutions, communication agencies, consulting and marketing agencies ….

Rythme

1 module per month

Conditions D'accès

This course is open to all applicants with a university or higher education degree and/or a convincing employment experience.

Objectives


This course is designed for a better use of technological potential in order to galvanize sales teams and in order to effect a better market segmentation through a better knowledge of potential customers.



Strengths of the course


Practice designed by professionals and experts in the academic world
Limited to one semester of 5 three-day modules.
Flexible: possibility to have a make up for non completed modules.
Close to business expectations.
Common enriching
Obtaining a high-level Specialized Studies Degree (D.E.S) in Marketing & sales.

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Admission criteria:

This course is open to all applicants with a university or higher education degree and/or a convincing employment experience..

Enrollment acceptance is based on admission application


Application :

For your application : contact Ms Hafssa TAZI , Directeur de la Formation Continue htazi@esca.ma

Module 1 : “COHESION OF SALES TEAMS”

“COHESION OF SALES TEAMS”
The company : A network of skills and know-how
Team as group work
Constitution of really efficient teams
The theory of team roles
Communication processes
Profil et évolution durable d’une équipe gagnante


Module 2 : MOTIVATION / STIMULATION OF SALES TEAMS

MOTIVATION / STIMULATION OF SALES TEAMS
The role of the leader (authority, decision, valorization)
The role, symbiosis and responsibilities of team members
Vision, –Mission Statement – raison d’être – objectives – work plans
Success criteria – finish line – stop line
Functioning rules
Deadline management
Organizational culture (values & standards)
Communication processes and codes (meetings, evaluations, memos, e-mails,...)
Listen and convince
Management of mishaps and unforseen events (conflicts – unsaid things – rumors – opposing force, non-respect of values and standards,...)
Acknowledgements, celebration and sanctions


Module 3 : SALES TECHNIQUES

“COHESION OF SALES TEAMS”
Preparation
Contact
Discovery phase
Argumentation & demonstration
Conclusion
Reassurance & confortation
Follow up

Module 4 : CUSTOMER PORTFOLIO MANAGEMENT FROM A CRM PERSPECTIVE

CUSTOMER PORTFOLIO MANAGEMENT FROM A CRM PERSPECTIVE
Analyse, plan, manage and evaluate territory/portfolio commercial action
Improve efficiency of available means throught he identification of loyal and profitable customers
Focus available efforts and time on the most profitable targets depending on the objectives to be attained and by linking target management to the global marketing strategy
Manage a dash board of sales activities and assign a Ilable means using ABCD original model for customer portfolio management.

Module 5 : LES TECHNIQUES DE VENTE

LES TECHNIQUES DE VENTE
La préparation
L’accueil et la prise de contact
La phase découverte
L’argumentation et la démonstration
La conclusion
La réassurance et la confortation
Le suivi


Module 5 SEGMENTATION MARKETING AND NEW TECHNOLOGIES

SEGMENTATION MARKETING AND NEW TECHNOLOGIES
Quelle place ces nouvelles techniques occupent-elles dans une stratégie marketing ?
What is the role of these new techinques in the marketing strategy ?
Operational and strategic marketing
Retro - marketing
Regressive marketing
Reverse marketing
Tribal marketing
Viral marketing
Buzz marketing
Undercover or guerilla marketing Street marketing
Sensorial marketing
e-Marketing

Double diplôme



Participants having successfully completed the five modules will obtain a Specialized Studies Degree in addition to a certificate in Advanced Management & Innovation (C.E.S) from icHEC –Entreprises (Brussels)
This Degree has an international equivalence of 15 ECTS credits (European Credit Transfer System)

Careers



Senior marketing, sales or purchase managers operating in

- Commercial companies
- Industrial firms
- Banks and financial institutions
- Communication agencies
- Marketing consulting agencies

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Hafssa TAZI
Admissions Manager


htazi@esca.ma

Tel : +212 (0)5 22 20 91 20