Course details
Master sales techniques associated with prospecting and securing commitment to proceed with a sale within the creative media industry. Learn how to secure new clients through advertising and networking. This unit helps participants understand what it takes to listen to the client’s needs and determine which product or service would benefit them, and at the same time develop an eye for spotting agreement indications towards a purchase.
LEARNING OUTCOMES
- Prospect for new business through networking, advertising, social networks and social networking tools to create warm leads/referrals and set appointments with potential clients
- Prepare for a sale through market research, materials review, identification of the target audience and possible obstacles
- Understand prospect’s profile to establish bonding and rapport with the client
- Qualify the prospect by identifying the client needs and aligning that need with an appropriate product and/or service
- Understand the prospect’s buying process and how to overcome prospect’s objections
- Prepare a proposal and supporting materials; which include costs, project scope and benefits
- Negotiate the sale by determining what is expected to be delivered, by when and for a defined amount of money
- Finalise the agreement by obtaining mutual agreement, approvals and closing the deal
WHO SHOULD ATTEND
Sales Executives, Managers and Directors, Account Executives, Managers, Directors
Updated on 08 November, 2015Course Location
About Singapore Media Academy
At Singapore Media Academy, we aim to create a lifelong learning culture that continuously seek new innovation and challenges to the methods and ways of doing things: to cultivate our participants’ ability for lateral thinking in a conducive environment for fruitful exchange of ideas and applications, to provide opportunities for critical studies that will prepare participants with relevant applied knowledge in their engagement with their professional practice, and to instill in our participants with a global and multi-cultural perspective.
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