Certificate in Strategic Marketing and Sales
Imparted by Prof. Otto F. von Feigenblatt, MA, PhD (Cand), FRAS
Venue: Everwise Hall, Loxahatchee, Florida
Date: Saturday November 17, 2012
Time: 10:00 A.M. – 2:00 PM. and 3:00 P.M. – 5:00 P.M.
Cost: $250
Duration: 6 Hours
To register contact:
Vannapond Suttichujit, M.Ed., Program Coordinator
General Information:
This practical course will be taught by Professor Otto F. von Feigenblatt who has authored three books dealing with international governance and trade, published more than fifty articles in respected academic journals, and has taught in universities all over the world including but not limited to: Lynn University (Boca Raton, Florida), Universidad Miguel Hernandez del Elche (Spain), Universidad Complutense (Madrid, Spain), inter alia. Professor von Feigenblatt currently teaches a variety of courses in Business and the Social Sciences in the MBA program at Millenia Atlantic University as well as advanced undergraduate courses. Due to his contribution to Asia Pacific Studies Professor von Feigenblatt was elected Fellow by the prestigious Royal Asiatic Society of Great Britain and Ireland, the oldest learned society in the field. In terms of professional experience, Professor von Feigenblatt has served as a consultant to diplomats, energy corporations, and non-profit organizations.
The course is being sponsored by the Journal of Alternative Perspectives in the Social Sciences and by the Guild of Independent Scholars. JAPSS is registered as a non-profit organization in the State of Texas and has members from all over the globe. To read more about JAPSS please visit www.japss.org Participants will receive a Certificate of Completion, refreshments, and a course textbook.
The course will be offered both in Spanish (Sunday) and in English (Saturday).
Course Objectives:
1. Understanding basic sales and marketing techniques.
2. The acquisition of important negotiation skills.
3. Understanding the basics of customer service
Summary:
Session I of the course introduces basic sales techniques, marketing strategies, and important aspects of customer service. The first section introduces the main types of sales strategies and then explains useful sales techniques. Students are trained in basic presentation skills, are taught how to use framing for direct sales, and instructed in how to use proven negotiation tactics in order to achieve favorable agreements (sales) and to establish long term relationships with customers. Particular emphasis is placed on training students in how to transform a “lead” into a satisfied customer by paying attention to the closing of the tentative deal and the follow up of the final agreement. Students are presented with hypothetical cases taken from the window film industry in order for them to apply the concepts, techniques, and skills covered in class. The second session introduces students to marketing and customer service. Students are taught how to prepare a marketing campaign based on their target market. Training includes the identification of the target market, basic market segmentation, and the preparation of a marketing campaign based on important factors such as budget, reach, and desired impact. The second part of the second session introduces some “best practices” in terms of customer service and explains how it can be integrated with sales and marketing through the identification of complementarities.
References:
Bolton, R. (1979). People Skills: How to Assert Yourself, Listen to others, and Resolve Conflicts. New York: Simon & Schuster.
Fisher, R., & Ury, W. (1991). Getting to Yes: Negotiating Agreement Without Giving In (Second ed.). New York: Penguin Books.
Lewicki, R. J., Barry, B., & Saunders, D. M. (Eds.). (2006). Essentials of Negotiation (4th ed.). New York: McGraw-Hill/Irwin.
Negotiation: Your Mentor and Guide to Doing Business Effectively. (2003). Boston: Harvard Business School Press.
Ury, W. L., Brett, J. M., & Goldberg, S. B. (1993). Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict. Cambridge: The Program on Negotiation at Harvard Law School.
