Marketing Curriculum
Dealer marketing managers develop and execute marketing strategies and tactics that identify new prospects, help retain customers, promote dealer products, and enhance company and brand awareness to drive sales. Developing an effective marketing plan within budget constraints requires the knowledge and skills that these classes offer to the dealer marketing manager.
LWS: Marketing Market Capture WDC (ENG)$149.00The parts and service businesses within the construction equipment Industries has never had a precise method to calculate the share of the parts market for a specific brand. To some degree this has allowed the parts business to operate without a critical performance measure being in place. This program married the market potential, that we […]
LWS: Marketing Market Coverage WDC (ENG)$149.00Once we have completed the market segmentation course and understand the role of marketing, we have to start separating customers to establish market coverage strategies. We have already touched on this in the program on Tele-Selling. This approach will be the “deep dive” approach to establishing territories to assign to salesmen. From our segmentation study, […]
LWS: Marketing Market Strategy WDC (ENG)$149.00The only way to position your labor business is to provide customers with something they value. The fundamental principles of customer value are to offer something the customer wants and needs and to provide that offering better than your competition can. This class provides methods and a road map to follow in developing a strategy. […]
LWS: Marketing Overcoming Objections WDC (ENG)$149.00The sales process is complicated. With professional selling, we know the methods and the processes. We have an assigned sales territory, and we are responsible for market penetration and market share. But all of that is put in jeopardy if the salesman does not know how to handle the objections that the customer might present. […]
LWS: Marketing Parts Making Money WDC (ENG)$149.00With everything that goes on in a parts business it is easy to forget that we also have a responsibility to make money. We have to make money to be able to pay competitive wages to attract and retain talented employees. We have to make money to have available buildings and equipment that allows us […]
LWS: Marketing Parts Pricing WDC (ENG)$149.00Your price is a marketing tool, but most of you don’t use it that way. How often have we heard that “your price is too high” or “I can get it down the street for less?” How well customer contact personnel respond to these and other comments about your prices is critically important to your […]
LWS: Marketing Preparation WDC (ENG)$149.00Everyone everywhere sells. That is a truth that is little understood. We sell ideas at work and we sell manners at home. There are many things that we sell over the course of our lives. Sales personnel sell for a living, and the skills that they have as individuals are enhanced when they know the […]
LWS: Marketing Presentation WDC (ENG)$149.00The second part of the “becoming a professional salesman” series continues from the first part. All of the various steps in selling are discussed in this webinar, which is the second of two parts. This part deals with the discussions with the customer during the selling process: explaining the benefits, meeting the objections, and closing […]