Sales Development -Remote

10:00 – 10:15Welcome & Introduction

• Brief overview of the seminar objectives

• Participant introductions

• Technical instructions

10:15 – 11:00Session 1: Defining the Target Group & Requirements

Topics Covered:

• Understanding the importance of defining the target group

• Methods to identify and analyze target groups

• Key requirements of the target group (needs, preferences, behavior)

Activities:

• Interactive poll: Who is your target group?

• Group discussion: Challenges in defining target groups

11:00 – 11:45Session 2: Buying Center Requirements & Core Competencies

Topics Covered:

• Identifying the buying center and its roles

• Analyzing buying center requirements and decision criteria

• Core competencies: definition and importance

• Connecting core competencies with competitive advantages

Activities:

• Case study analysis: Mapping a buying center

• Breakout discussion: Core competencies in your organization

11:45 – 12:30Lunch Break (12:30 – 13:30)13:30 – 14:15Session 3: Market Strategies I – Penetration & Development

Topics Covered:

• Market penetration strategies: increasing share in existing markets

• Market development strategies: entering new markets

• Tools and examples for both strategies

Activities:

• Brainstorming: Opportunities for market expansion

• Group exercise: Developing a market penetration plan

14:15 – 15:00Session 4: Product Strategies – Development, Modification, Diversification, and Internationalization

Topics Covered:

• Product development: creating new products for existing markets

• Product modification: enhancing or changing existing products

• Diversification: entering new markets with new products

• Internationalization: expanding into foreign markets

Activities:

• Case discussion: Successful product diversification

• Breakout: Mapping product strategy options for your business

15:00 – 15:45Wrap-up & Q&A

• Recap of key concepts

• Open floor for questions

• Sharing resources and next steps

15:45 – 16:00Closing & Feedback

• Seminar evaluation

• Thank you and farewell