Marketing and Relationship Management

Businesses must learn how to transit from mere transactions to building partnership. This course provides a clear understanding of relationship marketing and how to implement it in order to achieve enduring and profitable relationships with your customers and suppliers.

Learning Objectives:

Participants will:

 • Understand the inter face between selling and marketing

 • Acquire consultative and value-added selling skills

 • Learn the process of strategic account management

 • Selling with NLP

 • Understand the concept of Customer Life Value CLV

 • Acquire persuasive communication skills (Multilevel listening, questioning, advocacy skills)

 • Creatively handle objections and close

 • Build customer loyalty

Learning Contents:

 • Fundamentals of relationship marketing

 • Developing war fare mentality for marketing success

 • Developing useful leads and prospecting for new business

 • Inspiring existing customers to do more business with you

 • Setting marketing focus and sticking to it

 • 7-sentence approach to customer planning

 • Monitoring competitor activities

 • Developing appropriate marketing communication techniques

 • Planning and preparing for a marketing call

 • Identifying and handling decision makers and influencers.

 • How to resolve customer concerns

 • Managing marketing time and territory

 • Handling objections

 • Negotiating styles that win business

 • Building customer loyalty

 •Competitive analysis from customers’ perspectives

Who Should Attend?

Executives and managers in banks, insurance, manufacturing and service industries with responsibilities for marketing and business development.