| Leading Innovative Organisations(Growth Engineer 4 Sales Leader)
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| Creating New Market Space(Growth Engineer 4 Sales Leader)
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| Value Creation & Value Chain Analysis(Growth Engineer 4 Sales Leader)
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| Strategy Definition(Growth Engineer 4 Sales Leader)
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| Environment Analysis(Growth Engineer 4 Sales Leader)
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| Activity & Portfolio Analysis(Growth Engineer 4 Sales Leader)
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| Industry Analysis(Growth Engineer 4 Sales Leader)
This is the first of a series of Strategic Marketing courses which starts participants off on their strategy development and implementation journey. The course explains why a good understanding of the external opportunities and threats facing a company is a fundamental part of a company s investment decision making process. Participants will learn how to define their market, segment the market by customer type, and identify target customers. The course also explains how to conduct an analysis of the competition and to assess the attractiveness of a market or industry using Porter s 5 Forces. No analysis of external trends would be complete without considering political, economic, socio-cultural and technological developments.
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| Market Analysis(Growth Engineer 4 Sales Leader)
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| Change Management(Growth Engineer 4 Sales Leader)
This is the fifth course in the Strategic Marketing series, aimed at helping sales and marketing leaders plan for effective strategic implementation. A sudden change in strategic direction can have a disastrous impact on a company without sufficient preparation and planning. In developing a strategy, the impact of implementation should be carefully considered. A strategy will be successful if the company culture changes to reflect the shift in performance and behavior expectations the organization has of its people. The Change Management course explains how to manage people through a period of change, and why the introduction of well defined Sales Management processes go a long way to consolidating change.
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| Growth Strategies(Growth Engineer 4 Sales Leader)
Growth Strategies is the fourth course in the Sales Development Zone s Strategic Marketing series. The course uses Ansoff s Product/Market Matrix as a framework to introduce the options available to a company looking to implement a growth strategy. The four options are increased penetration of existing product markets, expansion in to new customer markets, development of new product markets, and diversification in to totally new businesses. The course weighs up the relative merits of implementing different market entry strategies, and helps participants whether to exploit existing capabilities or explore new ones.
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| Financial performance Analysis(Growth Engineer 4 Sales Leader)
Resource and Capability Analysis is the second in the Strategic Marketing series of courses which takes a look at the internal factors influencing a company s investment decision process. Participants learn why it is important to assess the company s strengths and weaknesses in terms of the resources and capabilities it has built up over time. The course explains the different ways of measuring and comparing a business unit s performance using gross margin, net income, return on equity, and economic value added metrics. Its concludes by providing an overview of the BCG Market Growth Matrix, an excellent tool for pulling together learning from both the Industry and Competitive Analysis course as well.
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| Competitive Analysis(Growth Engineer 4 Sales Leader)
This is the first of a series of Strategic Marketing courses which starts participants off on their strategy development and implementation journey. The course explains why a good understanding of the external opportunities and threats facing a company is a fundamental part of a company s investment decision making process. Participants will learn how to define their market, segment the market by customer type, and identify target customers. The course also explains how to conduct an analysis of the competition and to assess the attractiveness of a market or industry using Porter s 5 Forces. No analysis of external trends would be complete without considering political, economic, socio-cultural and technological developments.
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| Introduction to Strategic Marketing(Growth Engineer 4 Sales Leader)
Following this series of courses is ideal preparation for any senior sales or marketing leader looking to change a business s direction. Having completed this introductory course, the participant will have a thorough understanding of what a strategy comprises of, why a company needs one, and how strategic marketing has evolved from being a once a year cost budgeting exercise to a dynamic management process. This course provides an overview of the Sales Development Zone s series of six Strategic Marketing courses which includes Industry and Competitive Analysis, Resource and Capability Analysis, Sources of Competitive Advantage, Growth Strategies, Change Management, and Continuous Renewal.
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