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Course Outline
Introduction
Sales and Marketing Fundamentals
- Core selling principles
- Defining cross-selling
- Defining upselling
- Overview of sales marketing dynamics
Selling Techniques and Strategies
- Strategic approaches to cross-selling and upselling
- Developing a cross-sell grid
- Product modeling
- Markov chain analysis
- Cluster analysis and marketing basket optimization
- Advanced cross-selling and upselling tactics
E-commerce Marketing
- In-app cross-selling and upselling strategies
- Email marketing initiatives
- Visual commerce
- E-commerce conversion audits
Database Marketing
- Contrasting database marketing with relationship marketing
- Leveraging competitive advantage
- Information and knowledge management
- Database marketing tools and industry best practices
Customer Relationship and Lifetime Value
- Customer perceived value and value analysis
- Crafting value propositions
- Marketing funnel optimization
- Building customer loyalty
- Product profitability analysis
- Maximizing customer lifetime value
- Churn management
- Designing loyalty programs
Marketing Research
- Research processes and methodologies
- Diverse marketing research sources
- Sales information systems and marketing intelligence
- Marketing communications, promotions, and events
- Managing digital communications
Summary and Next Steps
Requirements
- Familiarity with basic sales and marketing concepts
Target Audience
- Marketing professionals
- Entrepreneurs
21 Hours
Testimonials (1)
Found the entire two days of training very informative and educational, but the content covered on Day 2 (Social Media & Mobile Marketing, Analytics, as well as Strategy & Planning) was the most valuable to me as it relates directly to my current line of work.
