THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Marketing-Oriented Selling

Marketing-Oriented Selling
by Chiqui Escareal-Go
 

This one-day program starts off from the concept of marketing and how salespeople can create value for their customers with frameworks using segmentation (via attitudes and behavior) and positioning (via product and service differentiation as talking points). This also includes key factors for success and competing to win an account.
 
KEY BENEFITS TO PARTICIPANTS
Each participant will learn:

  • How the understanding of marketing can help salespeople do a better job
  • A more logical approach to selling via a clearer understanding of the customer

 
KEY BENEFITS TO COMPANY
The company will gain:

  • Salespeople who can identify problems and propose solutions where management can then just say ‘agree or disagree’
  • Deeper bench of promotable, capable marketing-oriented sales people

 
PROGRAM CONCEPT
A MARKETING-ORIENTED SALESMAN CAN BE A COMPANY’S SOURCE OF COMPETITIVE ADVANTAGE!

 
There are frameworks in marketing that are customer-centric. These concepts can help the salesman in analyzing the sales situation and thereby determine the right tools as he interfaces with the customer directly. A better understanding of customer needs, wants and expectations can guide salespeople in strategizing for growth and success.
 

Module 1: Marketing Basics and How Customers Decide

Module 2: Key Factors for Success: Doing an Autopsy of Success and Failures in Sales
Module 3: Segmentation: Understanding Customers Attitude and Behavior
Module 4: Positioning: Talking Points during Sales Calls
Module 5: Growth Strategy: Plotting a Decision Tree for Key Result Areas
Module 6: Competing To Win: Local or Area Specific Marketing
 

 
 

ABOUT THE INDUSTRY EXPERT
CHIQUI ESCAREAL-GO 
CEO and Chief Behavioral Strategist     

 

 

  • Co-author/editor of 8 marketing and entrepreneurship books
  • Chair of the Women’s Business Council Philippines
  • Executive Scholar in Marketing and Sales (Kellogg Business School, Northwestern University)
  • Finished the Advanced Management Program (IESE Business School New York and Barcelona)
  • Took advanced marketing programs at Columbia Business School (CEIBS campus), Harvard Business School, University of California-Berkeley
  • Certified Executive Coach (by the Behavioral Coaching Institute) and Certified A.I. Training Facilitator (by Company of Experts USA)
  • Awarded one of the Top Filipina Entrepreneurs 2011 (Trailblazer category), Go Negosyo Enabler Awardee 2014 and ASEAN Women Entrepreneur Network Awardee 2015
  • Graduated from De La Salle University with a double degree in Communication Arts and Marketing Management (Accelerated Program)
  • Has an MA in English Language and Literature Teaching from Ateneo de Manila University
  • Currently pursuing an M.A. in Anthropology at the University of the Philippines (thesis pending)