DIPLOMA IN SALES AND MARKETING MANAGEMENT

In today’s competitive environment and heightened customer expectations Sales and Marketing functions are very important for any organization. Sound marketing is critical to the success of any organization whether manufacturing or service provider, large or small, domestic or global, for-profit or not-for-profit. In order to win and retain customers the organization needs to delight them. Therefore the marketer must understand the customers needs and wants and provide them a solution better than its competitors. Chartered Institute of Logistics and Transport has therefore, designed a Diploma Course in Sales and Marketing to give Sales and Marketing Professionals an in-depth exposure to various segments of the sales and marketing. After qualifying the participants would be able to formulate marketing strategy for their organization to win the customers and achieve their targets. CILT (Pakistan) launched the Course in conjunction with Burraq Associates at PIA Training Centre, Karachi Airport, near Terminal No.1, Karachi.

The course is due to start on Wednesday 16^th December, 2009. at PIA Training Centre. Following are the salient features of the Course:

• The course will be conducted as an Evening Program from 6 p.m. to 9.00 p.m., three times a week i.e. on Monday, Wednesday and Friday in 108 hours (9 hours a week spread over 12 weeks). This duration enables the faculty to cover the course thoroughly and the students to derive full benefit.
• The Faculty is foreign qualified, experienced and trained with proper aptitude for teaching.
• Active participation by the students is encouraged.
• State of the art training facilities in safe and air-conditioned environment of PIA Training Centre.
• Multinationals and National Organizations like Pakistan International Airlines (PIA), Karachi Port Trust, TAQ Logistics, DHL Express & Logistics, Hinopak Motors Limited, PNSC, NLC, GAC Pakistan (Pvt) Ltd, Gul Ahmed Textile, TCS Logistics, Nestle (Pakistan) Ltd., Dawlance (Pvt) Ltd., Unique Food, Brooks Pharmacentical, Hilton Pharma, Pfizer Labortories, etc., sponsor CILT Courses.
• Eligibility: Graduate i.e. B.A / B.Sc / B.Com / BBA/B.E. etc.
• This course is very useful for personnel working in supervisory capacity with any service provider or manufacturing organization. The course is equally beneficial to those who want to make their career in Sales and Marketing. There is very high demand of Sales and Marketing Profession in Pakistan and abroad.
• Registration Fee for the course is Rs.24,900/-. Last date for submission of the Registration Form is 9^th December, 2009.
• The classes will start on Wednesday 16^th December, 2009.
• Twenty to Twenty Five (20 - 25) participants will be admitted for the Diploma Course on first come first served basis.
• Registration Performa attached as Appendix ‘B’ duly completed be sent to CILT (Pakistan)’s office along with a Crossed Cheque / Pay Order / Bank Draft drawn on CILT Pakistan at the following address latest by 9^th December, 2009.
  
  
  The Chartered Institute of Logistics & Transport
  Room # 26, PIA Training Centre
  Karachi Airport
  Karachi
  Tel: 021-9043234 Fax: 021-9044363 Mob: 0321-8956386
  Email: citkhipak@yahoo.com Web: www.ciltpak.com

APPENDIX “A"

COURSE CONTENTS

1. Understanding Marketing Management

2. Introduction to Marketing concepts

3. Environmental factors affecting sales and profits

4. Marketing Customer Value

5. Market segmentation

6. Understanding customer/consumer buying models and processes

7. Competitor analysis

8. Formulating marketing and sales strategy

9. Customer relationship management and service requirements

10. Critical competencies of sales professionals

11. Negotiation

12. Sales forecasting and budgeting

13. Preparation and delivery of the sales presentation

14. Territory development and time management

15. Cost benefit analysis

16. Conducting sales audit