Specialization Mini-MBA in Marketing and Sales

• Know rearrange tools, guidelines redefine and revitalize the approach to larger and / or more valuable customers, enabling a response to the market, as well as a constant adjustment of structures and people to internal and external demands on organizations.
• They will be analyzed and discussed case studies and will be provided information about 'best practices' based on the definition of models and provide services and tools for evaluating objectives 'intangible'. The course alert to the role and importance of innovation in maintenance of updated services and 'salable'.

• Presentation of trainers and trainees;
• Presentation of the objectives and training program operating methodologies.

• Service, quality and business objectives:
• The company as a relationship Goals / Work / person;
• The importance of quality of care to the company's goals.
• Interpersonal relationships as the basis of customer service quality;
• The Self and the Other:
• The approach each other and increase the relational space;
• The importance of engaging in relational situation;
• Technical and sales methods.
• The communication process:
• Prepare and develop communication;
• How to behave in relation to external or internal customers;
• Identify and overcome barriers and constraints to communication;
• Listening skills and improve verbal communication.
• The process of care:
• Expectations and results;
• The organization of the job:
• Working instruments to prepare;
• The effective use of available instruments.
• The telephone answering:
• The top contact;
• The development of attendant / customer relationship;
• How to improve quality in telephone service.
• There are clients and customers:
• The various clients:
• Types of customers; Answers to prepare.
• Procedures to prepare specific behaviors and the present.
• Module 2 – Accounts of Strategic Management
• Create an appropriate strategy for account management success-oriented;
• Strategies and tactics for rapid achievement of 'customer share' and 'market share';
• Find defense mechanisms to retain strategic accounts;
• CRM requirements (what you need to know and track) to more complex accounts;
• Strategies to improve revenues.

• Emphasizing the main capabilities of Excel for optimal use within the commercial area (a focus on management control and reporting);
• Using conditional formatting in reporting;
• PivotTables;
• The protection of information;
• Links between files;
• Macros;
• Use shortcuts;
• Preparation of Management and Reporting Control reports:
• Preparation of a "Tableau de Bord";
• Development of indicators of panels with "traffic lights";
• Reporting (Reporting) in Management Control.

• Marketing concept;
• Marketing strategies;
• Choose target markets;
• Tools differentiation;
• Specializations Marketing concept:
• Services;
• Industry;
• International;
• Digital marketing;
• Buying decision processes.

• Assess and evaluate the knowledge acquired.