Day 1:
- Market segmentation and customer insights
- Pipeline and account management
- Baseline assessment and learning goals
Day 2:
- Value proposition and messaging
- Pricing strategy and commercial terms
- Tools, checklists and practical templates
Day 3:
- Consultative selling and needs analysis
- Digital marketing fundamentals
- Case study workshop and facilitated practice
Day 4:
- Negotiation and objection handling
- Sales performance metrics and forecasting
- Advanced applications and performance measurement
Day 5:
- Capstone simulation / group project
- Personal action plan (90‑day) and stakeholder commitments
- Knowledge check and course close‑out
This 5‑day program, “Managing Customers for Competitive Advantage”, provides a structured, practice‑led learning journey covering the core concepts, best‑practice frameworks, and hands‑on applications in Sales & Marketing. The course blends expert instruction, case discussions, guided exercises, and peer learning to ensure transfer to the workplace. Key themes include market segmentation and customer insights, value proposition and messaging, and consultative selling and needs analysis. Participants will leave with practical tools, templates, and a 90‑day action plan to apply immediately in their roles. Ideal for professionals, supervisors, and managers seeking measurable improvement in performance and decision quality.