F Track Supplemental - Marketing & Sales Practice Domain

Marketing & Sales Services Practice Domain
Our knowledge base of professional services focused on improving the way organizations manage the entire customer (marketing, sales, and service) life cycle. These services include market share management, market segmentation (total available market and specified available market), traditional and virtual marketing methods, tactics of pricing and terms, sales - opening-moving-closing, and up- selling with existing accounts. This Practice includes Marketing, and Sales.

7.1 Marketing
The process by which companies create customer interest in products or services. It generates the strategy that underlies sales techniques, business communication, and business development. Companies build strong customer relationships and create value for their customers and for themselves through an integrated process. An effective Marketing Strategy minimizes the degree of cold calling during sales. There are 3 stages to the marketing process: Attracting, Messaging, and Measuring.

• 7.1.1 Attracting Suspects: Marketing Step - Creating Brand Personality.
• 7.1.2 Messaging & Media: Marketing Steps - Media Selection, Publishing, Connecting, Engaging, and Community.
• 7.1.3 Measuring & Managing: Marketing Steps - Understand Perceived Image, CRM & Metrics.

7.2 Sales
A process where both seller and buyer engage in a process of negotiation to consummate the exchange of values. The selling process has a set of implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of Selling to New Clients: Participating, Sharing, Considering, and Converting. Once the sale is closed, existing accounts are greatest source of growth and margin. The stages of Selling to Existing Clients: Relationship, Management by Facts, and Collaboration.

• 7.2.1 Gaining Participation: The Sales Step - Opening the Sale.
• 7.2.2 Sharing Issues: The Sales Step - Investigating.
• 7.2.3 Consideration: The Sales Step - Comparing.
• 7.2.4 Monetize:The Sales Step - Commitment.
• 7.2.5 Ongoing Relationship: The Sales Step - Assessing.
• 7.2.6 Management by Facts: The Sales Step - Gap Identification.
• 7.2.7 Opportunities & Collaboration: The Sales Steps - Client Inside, and Inside the Client.