UNIT V MARKETING & SALES ANALYTICS

Sl. No. Contents

1 Marketing Strategy

2 Marketing Mix

3 Customer Behavior

4 Selling Process

5 Analytics applications in Marketing

1. 1 Marketing Strategy
• Analytical marketing strategies help to measure the effectiveness of marketing tools and the
development of any brand. An advertising campaign and marketing initiatives require a huge
amount of investment. So how to understand the budget? Which channels are most
effective? How much profit is to be obtained? Marketing analytics strategies provide the
answers to all these questions.
Significance of Marketing Analytics Strategies
• Marketing analytical strategies are critical in addressing and resolving marketing issues. The
prime motive behind implementing these strategies is to evaluate the effective marketing
programs in terms of return on investments in a business.
• The outcomes of adopting these strategies:
• Comparisons with competitors
• Recommendations for effective allocation of budget and resources
• Data processing analysis
• Collection of data through all the channels of communication and units in the
company
• Creating a structured template for reporting the purpose of effective analysis ofunits
• Thus the marketing analysis strategies help in the given aspects:
• Having a holistic view of business
• Improving the management of the company and finance
• Forecasting and planning marketing initiatives
• Increasing the effectiveness of existing marketing programs through the allocationof
resources
• Increase the profitability and return on investments
Thus you should set a proper marketing analytics framework within the organization to have
the right processes along with the right technology platforms to capture data-driven strategy
and deliver consistent information about this.
Analytics Marketing Strategies
• Marketing analytics is the practice of combining and analyzing databases, identifying
patterns and then coming up with actionable insights that improve the return on investments
of marketing efforts. Modern marketing analytics provides a holistic picture of the business
and lets you plan and optimize the whole process based on revenue attribution. Besides this
you should follow a new marketing strategy to survive long term with competition from
customer-focused services and products. Today almost all businesses are following self-
service, AI-powered analytics to analyze and visualize the data and design the dashboards.
Here are some prime analytics marketing strategies as described below:
1. Exploring the Top Marketing Analytics Resources
• You need to explore top marketing analytics resources, some of these are as
follows:
• Hear From Peers
• Get the Buyers Guide
• Know the Trends
• These all are prime tools that can be used by you to explore marketing techniques. You
should get the buyer’s guide, this will enable you to meet the expectations and requirements
of customers. Besides this, you should also follow the latest marketing trends to navigate
today’s fast-paced world.
• 2. Website Marketing Analysis
• As far as digital marketing tools are considered, the website is the best tool for it. Here you
should understand the top pages of the websites to generate a high amount of conversion
and traffic. Besides this, you should also identify the pages that are receiving high traffic
but not conversions. Heatmaps can help you in analyzing the audience interaction with
each element on your page. This will enable you to identify pages that are getting a high
bounce, identify the audience, their demographics, devices they are using to access your
content and theranking of keywords on your web pages.
• 3. Social Media Analytics
• The social media platform has become the most accessible and diverse tool from the
perspective of marketing. This marketing strategy can help you to understand the
sentiments of people and how they are responding and engaging with you. This will enable
you to take decisive action and approach the right audience of the target market. To
implement a successful analytics marketing strategy you would have to reach more people
and engage with the followers to understand the improvements they are looking for.
• 4. Campaign Analytics
• This strategy helps you in tracking your campaign, like how these are performing, getting
the leads or not. So what you can do is understand the lead conversion rates from multiple
channels and sources. After doing this, you have to identifythe opportunities by product
category and the source of lead. With this, you need to identify the content and platform
that is majorly resonating with your audience. This will enable you to optimize the
messaging and target of your contentstrategy.
5. Link Analytics
• Link is the most crucial aspect of searching algorithms. By taking the assistance of link
analytics you can view the link of the site, the domain, and page authority of referring
domains, like the total number of inbound links, top pages by link, anchor text and many
more.
• Thus having transparency is the prime motive of marketing managers. For this, they have
to set a common agreement on different KPIs. in today’s competitive age it is essential to
opt for effective marketing strategies by learning the art of positioning your brand, as it
can help to win over the competitors. In addition to this, another important element of a
reliable marketing analytics framework is to build an effective analytics dashboard. This
dashboard should represent KPIs by unifying data strategies from different marketing data
sources.
• Thus the marketing analytics strategies are necessary for any business to obtain timely,
reliable, complete and operative information.
• Tools
• It is the practice of studying the data of Marketing efforts of various channels and
campaigns and form models in order to report the metrics like ROI, Channel Performance,
etc. to identify parameters for improvement. Marketers will be able to provide answers to
the analytics questions that are most important to their stakeholders by monitoring and
reporting on business performance results, diagnostic metrics, and leading indicator
metrics
• The intelligence derived from marketing analytics allows you to spend each dollar as
effectively as possible.
• However, despite the emergence of several platforms and technologies that can
streamline the marketing analytics workflows, it remains a challenge for companies to build
concrete, actionable data analytics solutions for marketing efforts. According to a survey of
senior marketing executives published in the Harvard Business Review, “more than 80% of
respondents were dissatisfied with their ability to measure marketing ROI.”
 • To set up a practical marketing analytics framework within your organisation, you must
have the right processes along with investing in the right technology platforms to capture
data-driven strategy and deliver unified and consistent information on your measurement
metrics.
• Marketing Analytics Strategies Process
• With marketing analytics, you can gather intelligence into several different areas of your
marketing strategy. It will help you understand how your programs are performing against
the cost and which programs are delivering the best ROI. It will help you to segregate
your efforts and identify the area that you need tofocus on the most.
• Analytics strategy will help you to realize how your programs are working in conjunction
to nurture your leads. With this, you can build a solid base upon which you can qualify
them and pass the leads on to your sales reps as opportunities.
• With marketing analytics, you can also identify laggards, i.e. the programs that are not
providing adequate return based on efforts invested at them. You can then choose to
redefine your data-driven strategy at them or remove them from your focus altogether.
• Market and competitor analysis will give you crucial insights into your competitor data-
driven strategy and which channels/ programs are working for them. Learning from your
competitors is an old business principle and marketing analytics can give you a powerful
arsenal to use and base your actions on the digital platforms.
• Even better! Advanced analytics can provide insights into trends, make forecasts and
capitalize on opportunities before anyone else.
• This will help grow your bottom line and avoid wastage on marketing spending, optimizing
the dollar spend and viewing campaign performance in real-time. It helps you to measure
the impact of your strategies and compare it against the cost.
5 Marketing Strategies For Your Business
1)Keyword Research– With keyword research, you can obtain very detailed insights into
how your business is appealing to your potential customers and if there are areas that
you can optimize. View how competitive your target keywords are, the average monthly
search volume for that particular keyword, the estimated CPC’s if you decide to bid on those
keywords, the number of clicks that you are getting for that keyword and the click-through
rates.
2)Website Marketing Analysis– Understand your top pages that are generating a high amount
of conversion and getting maximum traffic. Conversely, you can also identify pages that are
receiving high traffic but not getting enough conversions. By using heatmaps, you can also
analyses how your audience is interacting with each element on your page. Understand, with
heatmaps, where your visitors are abandoning your pages. Identify pages that are getting a
high bounce. Identify who your audience is, their demographics, which device are they using
to access your content, what keywords your webpages are ranking for.
3)Campaign Analytics- Understand how your campaigns are performing, get a real-time view
into the leads that are on the nurture list. Understand the lead conversion rate from multiple
channels, identify the opportunities by product category and lead source. Identify which
content and platform are resonating best with your audience. This will help you optimize the
messaging and target of your content strategy.
4)Social media analytics– With social media analytics, you can track the sentiment to
understand in real-time how people are responding and engaging with you. It will help you
to maximize the impact of taking the right action. Identify your most engaged followers, and
understand what improvements can you make to reach more brand evangelists.
5)Link analytics– Links remain one of the crucial ranking factors in search algorithms. With
link analytics, you can view the site’s link profile, the domain and page authority of the
referring domains, the total number of inbound links, top pages by link, anchor text for the
links.
• For marketing managers, transparency into business metrics and a common agreement on
the different KPIs. This requires them to build competency on their data analytics
capabilities and connect the different data points to get a clear insight into the different
tactics. Data analytics will deliver useful insights into the important questions that businesses
seek. With a data strategy framework, you can analyze the gaps to inform where your
business strategy needs tweaking. But you need to ensure that every stakeholder has a
common understanding of which metrics are important and how they are going to be
measured. Otherwise, they can result in confusion.
• Another important aspect of having a reliable marketing analytics framework in place is to
create effective analytics dashboards. The dashboard should list down the important KPIs
and should be designed using effective design principles that makes it easier to consume the
information. Utilizing the principles of data visualization are key here to creating effective
dashboards. The dashboard should present KPIs by unifying data strategy from all the
different marketing data sources. The dashboard should also provide the necessary levels of
 customization andpersonalization to the consumers.
• Lastly, it can never be overemphasized how important data storytelling will be to your
analytics success. The numbers and KPIs need to be weaved into a narration for business
impact. A magical and beautiful analytics dashboard will fail to drive its point unless it is
tied to a business question or objective. It also makes the numbers and KPIs more memorable
for the executives and business managers.
• Marketing strategies and tactics are normally based on explicit and implicit beliefs about
consumer behavior. Decisions based on explicit assumptions and sound theory and research
are more likely to be successful than the decisions based solelyon implicit intuition.
• Knowledge of consumer behavior can be an important competitive advantage while
formulating marketing strategies. It can greatly reduce the odds of bad decisions and market
failures. The principles of consumer behavior are useful in many areas of marketing, some
of which are listed below −
• Analyzing Market Opportunity
• Consumer behavior helps in identifying the unfulfilled needs and wants of consumers. This
requires scanning the trends and conditions operating in the market area, customer’s
lifestyles, income levels and growing influences.
• Selecting Target Market
• The scanning and evaluating of market opportunities helps in identifying different consumer
segments with different and exceptional wants and needs. Identifying these groups, learning
how to make buying decisions enables the marketer to design products or services as per the
requirements.
• Example − Consumer studies show that many existing and potential shampoo users did not
want to buy shampoo packs priced at Rs 60 or more. They would rather prefer a low price
packet/sachet containing sufficient quantity for one or two washes. This resulted in
companies introducing shampoo sachets at a minimal price which has provided unbelievable
returns and the trick paid off wonderfully well.
• Marketing-Mix Decisions
• Once the unfulfilled needs and wants are identified, the marketer has to determine the
precise mix of four P’s, i.e., Product, Price, Place, and Promotion.
• Product
• A marketer needs to design products or services that would satisfy the unsatisfied
needs or wants of consumers. Decisions taken for the product are related to size,
• shape, and features. The marketer also has to decide about packaging, important aspects of
service, warranties, conditions, and accessories.
• Example − Nestle first introduced Maggi noodles in masala and capsicum flavors.
Subsequently, keeping consumer preferences in other regions in mind, the company
introduced Garlic, Sambar, Atta Maggi, Soupy noodles, and other flavours.
• Price
• The second important component of marketing mix is price. Marketers must decide what
price to be charged for a product or service, to stay competitive in a tough market. These
decisions influence the flow of returns to the company.
• Place
• The next decision is related to the distribution channel, i.e., where and how to offer the
products and services at the final stage. The following decisions are taken regarding the
distribution mix −
• Are the products to be sold through all the retail outlets or only through the
selected ones?
• Should the marketer use only the existing outlets that sell the competing brands? Or, should
they indulge in new elite outlets selling only the marketer’s brands?
• Is the location of the retail outlets important from the customers’ point of view?
• Should the company think of direct marketing and selling?
• Promotion
• Promotion deals with building a relationship with the consumers through the channels of
marketing communication. Some of the popular promotion techniques include advertising,
personal selling, sales promotion, publicity, and direct marketingand selling.
• The marketer has to decide which method would be most suitable to effectively reach the
consumers. Should it be advertising alone or should it be combined with sales promotion
techniques? The company has to know its target consumers, their location, their taste and
preferences, which media do they have access to, lifestyles,etc.
1.2 Marketing Mix
• Marketing mix modeling is a marketing analytics strategy that can help your brand maximize
on return and get a deeper understanding of how your business actually functions. Let’s look
into the benefits that this strategy can provide for your brand. As the world of digital
marketing has exploded, the rise of big data and incredibly technical and complex data sets
has been both a blessing and a curse to brands big and small.
• While it’s true that detailed data can help businesses understand their consumers
and grow their businesses, it’s often the case that the data is overwhelming.
• With technology platforms and analytics tools being able to collect enormous amounts of
data, brands are often left struggling to get through it all and understand what it is that
they’ve gathered.
• In order to address the issue of how to manage incoming data and then use that information
to make impactful decisions, a clear analytics strategy is necessary forall brands.
• Picking the right strategy for your business is the key to making sure you are getting the
most out of your planning and marketing activity.
• Marketing mix modeling is one example of a marketing analytics strategy that can
really help your brand manage data and learn the best places to invest your budget and time
on.
• Keep reading this post to learn more.
• What is Marketing Mix Modeling?
• Marketing mix modeling is a statistical marketing method that attempts to determine the
effectiveness of marketing campaigns and initiatives by taking apart data and attributing
contributions to different marketing tactics and factors to betterpredict future success.
• Put another way, marketing mix modeling looks at different pre-determined factors and the
data that has been gathered from marketing campaigns to see which factors have had the
biggest impact on return and which factors have contributed the most to success.
• Once this data has been collected and organized, the marketing mix modeling system will
use the past and historical data to predict or forecast future marketing and sales success.
• By looking at the trends that have worked before, the marketing mix modeling will
theoretically be able to forecast with more accuracy than other analytical methods.
• The 5 P’s of Marketing Mix Modeling
• As stated above, marketing mix modeling distributes success from data to different pre-
determined factors.
• Those factors are often referred to as the 5 P’s of marketing, which are derived from other
marketing research and studies. Let’s look at those 5 P’s now.
• Product
• Product refers to the actual products or services that are created and offered to
customers by a brand.
Price
• The price takes into consideration any deals, sales, pricing models, and methodsof
payment involved in a sale.
Place
• Place refers to the channels through which products are available to consumers and how
consumers are able to find the offers that the brand has. Promotion
• Promotion is the method by which products or services are marketed and shared among
audiences.
• People
• People is the final P, and is sometimes left off of marketing mix modeling. People refers to
both the internal staff and the customers that drive sales in a brand.
• Marketing Mix Modeling vs. Attribution Modeling
• Marketing mix modeling is often compared to another popular model of marketing
analytics, attribution modeling.
• Attribution modeling is the process of setting up different touch points thattrigger
events on the customer’s journey.
• Each touch point is assigned a value to help determine which points in thecustomer’s
journey are responsible for bringing in revenue.
• While attribution modeling can be helpful to understand data and provide context for ROI, it
also has a few major drawbacks.
• The biggest problem is that not every touch point in a customer’s journey can possibly be
tracked and analyzed through collected data.
• Another drawback of attribution modeling is that it functions mainly through clicks and
clicks alone — other potential data points are put aside in favor of clicks that can “prove” a
conversion has taken place at a touch point.
• Attribution modeling also doesn’t prove the effectiveness of a campaign. After all, a
customer will have to pass through the same touch points whether they were convinced
through an advertisement to make a conversion or not.
• That makes it difficult to assign return to specific touch points.
• Benefits of the Marketing Mix Modeling
• Let’s take a deeper dive into the benefits that it can provide to your brand’s
analytics and reporting models.
• Prove the ROI of Marketing Initiatives
• Marketing mix modeling allows marketers to really prove the ROI of their initiatives. By
relating data insights back to the factors in each campaign that provided success, it can help
brands understand the full impact of their efforts.
• Gather Insights
• Marketing mix modeling is also great for understanding key insights from business
initiatives. Those insights can be used to drive effective budget allocations within marketing
and sales departments and convince stakeholders of the benefits of the model.
• Create Better Sales Forecasting
• Sales forecasting refers to the practice of estimating how much revenue can be generated in
the future based on the impact that your sales and marketing efforts have had in the past.
• By allocating success to key factors, marketing mix modeling allows brands to have more
accurate forecasting.
• Understand Historical Data and Trends
• Marketing mix modeling is based on understanding the past data that has been collected
during initiatives and campaigns.
• Many other analytics models will ignore this valuable data or only look at parts of it. The
marketing mix system ensures historical data and trends are examined closely for value.
• Account for Negative Impacts
• Just as marketing mix modeling allows brands to see the positive impacts that their efforts
have created, it can also be used to see negative impacts on different marketing factors.
• That helps brands know which areas of the business need work and where serious
corrections need to take place.
• What are the Limitations of Marketing Mix Modeling?
• Like all marketing analytics methods, there are drawbacks and limitations to this
system.
• The amount of data collected means that there isn’t one method of analytics that can address
every data set. Here are some of the major drawbacks of marketingmix modeling:
• Infrequent reporting, meaning no real-time data analytics.
• Does not analyze the customer’s experience or journey.
• Doesn’t provide the 1:1 analysis of attribution modeling.
• Doesn’t examine relationships between channels.
• Doesn’t look into brand awareness, messaging, or reach.
• Requires a large marketing analysis budget.
• Harder to implement in B2B businesses than B2C brands.
How to Build the Marketing Mix Modeling
• While there are some setbacks, marketing mix modeling can provide major benefits to your
brand. Let’s take a look at how you can go about building this system in your own
organization.
1. Establish Your Goals
• The end goal of any marketing analytics strategy is to parse through and gatherinsights
from your data sets.
• That means that marketing mix modeling is meant to help organize your data andyour
analytics methods.
• Therefore, it makes sense that the first step is to establish the specific goals youwant to
attain through your strategy.
• Your goals might center around budgets, marketing campaigns, productpricing, or
your brand in comparison to competitors.
2. Create Internal Alignment
• In order to succeed, you need to have clear alignment across your organization.
• As with most data analytics, marketing mix modeling requires you to pull datafrom
many different systems from different departments.
• That requires compliance across different teams and with the key stakeholders inyour
organization, such as:
• CMO
• Media agencies
• Marketing agencies
• Marketing executives and managers
• CRM managers
Sales leads
1.3 Consumer Behavior
• Consumer behavior is about the approach of how people buy and the use merchandise and
services. Understanding consumer behavior will assist business entities to be more practical
at selling, designing, development of products or services, and every other different initiative
that impacts their customers.
• Consumer Behavior - Consumerism
• Consumerism is the organized form of efforts from different individuals, groups,
governments and various related organizations which helps to protect the consumer from
unfair practices and to safeguard their rights.
• The growth of consumerism has led to many organizations improving their services to the
customer.
Consumerism
• Consumer is regarded as the king in modern marketing. In a market economy, the concept of
consumer is given the highest priority, and every effort is made to encourage consumer
satisfaction.
• However, there might be instances where consumers are generally ignored and
sometimes they are being exploited as well. Therefore, consumers come together for protecting their
individual interests. It is a peaceful and democratic movement for self-protection against their
exploitation. Consumer movement is also referredas consumerism.
Features of Consumerism
• Highlighted here are some of the notable features of consumerism −
• Protection of Rights − Consumerism helps in building business communities and
institutions to protect their rights from unfair practices.
• Prevention of Malpractices − Consumerism prevents unfair practices within the business
community, such as hoarding, adulteration, black marketing, profiteering, etc.
• Unity among Consumers − Consumerism aims at creating knowledge and harmony among
consumers and to take group measures on issues like consumer laws, supply of information
about marketing malpractices, misleading and restrictivetrade practices.
• Enforcing Consumer Rights − Consumerism aims at applying the four basic rights of
consumers which are Right to Safety, Right to be Informed, Right to Choose, and Right to
Redress.
• Advertising and technology are the two driving forces of consumerism −
• The first driving force of consumerism is advertising. Here, it is connected with the ideas
and thoughts through which the product is made and the consumer buys the product.
 Through advertising, we get the necessary information about the product we have to buy.
• Technology is upgrading very fast. It is necessary to check the environment on a daily basis
as the environment is dynamic in nature. Product should be manufactured using new
technology to satisfy the consumers. Old and outdated technology won’t help product
manufacturers to sustain their business in the long run.
• Consumer Behavior – Significance
• Consumer behavior covers a broad variety of consumers based on diversity in age, sex,
culture, taste, preference, educational level, income level, etc. Consumer behavior can be
defined as “the decision process and physical activity engaged in evaluating, acquiring,
using or disposing of goods and services.”
• With all of the diversity to the surplus of goods and services offered to us, and the freedom
of choices, one may speculate how individual marketers actually reach us with their highly
definite marketing messages. Understanding consumer behavior helps in identifying whom
to target, how to target, when to reach them, and what message is to be given to them to
reach the target audience to buy the product.
• The following illustration shows the determinants of consumer behavior.
• The study of Consumer Behavior helps in understanding how individuals make decisions to
spend their available resources like time, money, and effort while purchasing goods and
services. It is a subject that explains the basic questions that a normal consumer faces − what
to buy, why to buy, when to buy, where to buy from, how often to buy, and how they use it.
 Consumer behavior is a complex and multidimensional process that reflects the totality of
consumer decisions with respect to acquisition, consumption, and disposal of goods and services.
• Dimensions of Consumer Behavior
• Consumer behavior is multidimensional in nature and it is influenced by the following
subjects −
• Psychology is a discipline that deals with the study of mind and behavior. It helps in
understanding individuals and groups by establishing general principles and researching
specific cases. Psychology plays a vital role in understanding how consumers behave while
making a purchase.
• Sociology is the study of groups. When individuals form groups, their actions are sometimes
relatively different from the actions of those individuals when they are operating
individually.
• Social Psychology is a combination of sociology and psychology. It explains how an
individual operates in a group. Group dynamics play an important role in purchasing
decisions. Opinions of peers, reference groups, their families and opinion leaders influence
individuals in their behavior.
• Cultural Anthropology is the study of human beings in society. It explores the
development of central beliefs, values and customs that individuals inherit from their
parents, which influence their purchasing patterns.
• How Consumer Behavior affects Marketing Strategy ?
• Business organizations across globe try to influence consumer by encouraging them to buy
products and services. This is done by studying about the needs of the consumer and creating
appropriate strategies so that consumer buys products. There are several marketing strategies
used for influencing consumer behavior which affects the buying decision.
• The first thing to be kept in mind while building strategies for marketing products is
communicating with consumers emotionally. This can be done by giving promotional
material in order to get attention of consumer. It has been found that consumers are attracted
to products that create emotions in the form of joy and surprise.
• All businesses throughout the world are seeking for solutions to assure long-term sales and
profitability, as well as market sustainability. To do so, companies must pay close attention
to their source of profit – consumers – and, more crucially, their behaviour.
• Consumer behaviour is the study of consumer demands and how consumers (customers and
organizations) meet these needs, as well as their motivation for using and purchasing a
certain product or service.
• This is an exceptionally helpful study for corporations looking seeking strategies to stay
relevant in the market since it assists them in determining the best marketing plan for their
items.
• After rigorously analyzing consumer behaviour, only a relevant marketing plan can be
established to advertise the service/product to the correct segment of the audience by finding
a market gap or demand; failing to do so exposes the firm to product/service failure.
Businesses are expected to research all the criteria listed below to effectively analyze their
customers.
• A successful marketing strategy is critical to a company’s success since it assists the
company in developing a product or service that has the potential to sell and provide
high levels of profit yield.
• A marketing strategy is a company’s plan for selling its product, which includes considering
the four variables listed below.
• Consumer behaviour and marketing strategy are inextricably linked:
• Consumer behaviour assists firms in determining whether what they are selling will be
lucrative, as well as in tailoring their marketing plan to the appropriate target population for
their product/service.
• Catering a product/service to the wrong audience may be detrimental to a business, whereas,
Catering the appropriate product/service to the right consumers by observing their
behaviour, on the other hand, might be invaluable to a company.
• Many organizations look for the most cost-effective way to do consumer research. By using
technologies like Google Analytics, Google Survey, CRM, and the social networking sites
listed above, businesses may keep track of their customers’ web activity, making it easier to
determine client preferences. Keeping track of consumer behaviour is critical for ensuring
profitability.
With the recent change towards the Covid-19 crisis, businesses must monitor customer
behaviour more now than ever. Observably Covid-19 has bought drastic changes in
consumer behavior.
• According to the graph above, which looks at post-pandemic consumer patterns, it is
simply that instead of splurging on non-essential things, consumers are now more
cautious than ever of their spending and consumption.
• Consumers are also less likely to make large purchases during an economic- financial crisis
such as the recession; therefore, businesses must study and analyze consumer behaviour to
ensure sustainability through having the right marketing strategy catered to the consumer’s
financial and emotional preferences. Failure to do so may result in the suspension of
operations or bankruptcy.
• In conclusion, consumer behaviour has a significant influence on marketing strategy and is
important to the success of a product; so, the marketing strategy must be determined through
analyzing consumer behaviour to understand what customers want. Meeting consumer
demand is the quickest method to make profits – the ultimate objective of any and every
firm.

2. Sales process
The sales process – also known as a sales cycle – is the method your company follows to sell
your product or service to customers. It involves a series of steps, from initial contact with a
lead to the final sale.
The sales process is similar to developing a relationship with someone new. When you first
meet, you get to know each other, learn what they like, and determine their goals. Along
the way, you decide if you can work together and whether you are a match. If this is the
case, the relationship can proceed and grow.
Importance of building a sales process
These are some benefits of building a sales process for your business:
You can optimize the structure of your sales team to support the sales process and identify
the main challenges in the sales cycle.
It will be easier to onboard new sales personnel.
It helps you identify short-term and long-term goals and how each step in the sales process
supports the next one.
It highlights where time and resources are being wasted, so you can remove activities with
low return on investment and focus your efforts on activities with more positive returns.
It identifies the steps that need to be improved. This allows you to invest in training,
education, and practice to get better in areas of weakness, which will help match your
success in other parts of the sales process.

The 7-step sales process

Prospecting
Preparation
Approach
Presentation
Handling objections
Closing
Follow-up
If you are one of the 2.5 million employees in the United States working in sales, you know
that even for the most natural salesperson, it can sometimes be difficult to turn potential
leads into closed sales. Across industries, you need different skills and knowledge to prove
to your potential customers that your solution is best for their particular problem.
The seven-step sales process outlined in business textbooks is a good start, especially since
leading sales ops teams attribute to 60% or more of their total pipeline in any quarter to
actively designed and deployed sales plays. The seven- step sales process is not only a good
start to customizing it to your particular business but more importantly, customizing it to
your target customers as you movethem through the sales funnel.
As the old adage goes, “Learn the rules like a pro so you can break them like an artist.” Once
you’ve mastered the seven steps of the sales process you might learn in a business class or
sales seminar, then you can break the rules where necessary to create a sales process that
may not necessarily follow procedure but gets results.
The textbook 7-step sales process

What are the seven steps of the sales process according to most sales masters? The
following steps provide a good outline for what you should be doing to find potential
customers, close the sale, and retain your clients for repeat business and referrals in the
future.
1. Prospecting
The first step in the sales process is prospecting. In this stage, you find potential customers
and determine whether they have a need for your product or service— and whether they can
afford what you offer. Evaluating whether the customers need your product or service and
can afford it is known as qualifying.
Keep in mind that, in modern sales, it's not enough to find one prospect at a company: There
are an average of 6.8 customer stakeholders involved in a typical purchase, so you'll want
to practice multi-threading, or connecting with multiple decision-makers on the
purchasing side. Account maps are an effective way of

2. Preparation
The next step is preparing for initial contact with a potential customer, researching the
market and collecting all relevant information regarding your product or service. Develop
your sales presentation and tailor it to your potential client’s particular needs. Preparation is
key to setting you up for success. The better you understand your prospect and their needs,
the better you can address their objections and set yourself apart from the competition.
3. Approach
Next, make first contact with your client. This is called the approach. Sometimesthis is a
face-to-face meeting, sometimes it’s over the phone. There are three common approach
methods.
Premium approach: Presenting your potential client with a gift at the beginning of your
interaction
Question approach: Asking a question to get the prospect interested
Product approach: Giving the prospect a sample or a free trial to review and evaluate your
service
Presentation:
In the presentation phase, you actively demonstrate how your product or service meets the
needs of your potential customer. The word presentation implies using PowerPoint and
giving a sales spiel, but it doesn’t always have to be that way—you should actively listen to
your customer’s needs and then act and respond accordingly.
4. Handling objections
Perhaps the most underrated step of the sales process is handling objections. This is where
you listen to your prospect’s concerns and address them. It’s also where many unsuccessful
salespeople drop out of the process—44% of salespeople abandoning pursuit after one
rejection, 22% after two rejections, 14% after three and 12% after four, even though 80% of
sales require at least five follow-ups to convert. Successfully handling objections and
alleviating concerns separates good salespeople from bad and great from good.
Use this flowchart to map out objections and link to relevant collateral (Click on
image to modify online)

5. Closing
In the closing stage, you get the decision from the client to move forward. Depending on
your business, you might try one of these three closing techniques.
Alternative choice close: Assuming the sale and offering the prospect a choice, where both
options close the sale—for example, “Will you be paying the whole fee up front or in
installments?” or “Will that be cash or charge?”
Extra inducement close: Offering something extra to get the prospect to close, such as a
free month of service or a discount
Standing room only close: Creating urgency by expressing that time is of the essence—for
example, “The price will be going up after this month” or “We only have six spots left”
6. Follow-up
Once you have closed the sale, your job is not done. The follow-up stage keeps you in
contact with customers you have closed, not only for potential repeat business but for
referrals as well. And since retaining current customers is six to seven times less costly
than acquiring new ones, maintaining relationships is key.
1. Prospect for potential customers.
The first step is to prospect for customers, which requires some research. This stage has
three components.
Create an ideal customer profile (ICP). The goal is to identify and understand your
ideal customers. This helps you determine whom to contact and why you are contacting
them as potential customers. The ICP uses real data to create a fictional characterization of
a client who:
Can provide your company with value (e.g., revenue, influence)
Your company can provide value to (e.g., return on investment, betterservice)
Identify potential leads. Use the ICP to create a list of potential leads that fit this profile.
Use a variety of sources (e.g., online databases, social media) to develop a list of ideal
client companies. Then create a list of prospects from these companies that your sales team
can contact and qualify.
Perform initial qualification. First, qualify the company by conducting research to see if
it meets the criteria that matter to you (e.g., company size, geography, industry, growth
phase). Then qualify the prospects with an interview to determine if they are a good fit as
a customer. Determine if the prospect has:
A need for your product or service
The budget to purchase your product or service.
The authority to make the purchasing decision.
The timing to make the purchase
2. Make contact with prospects.
After identifying the ideal prospect, reach out to contact them. This step has two parts:
Determine the best way to contact the prospect (e.g., telephone, email, social media).
Reach out to the prospect. Make sure you are prepared (e.g., with a script, introduction and
questions) before making contact. Introduce yourself and work on building trust, not
making a sale.
3. Qualify prospects.
Although you have already done your research to qualify the prospect before making
contact, you still need to determine if they would make an ideal customer. This can only
happen in a direct conversation with the prospect (either over the phone or in person).
To qualify the prospect, learn more about them. Ask about their goals, budget, challenges
and other issues that will help you to make your decision. Make sure that the person you
are speaking with has the power to make decisions on doing business with you. When
speaking with the prospect, identify opportunities to provide value.
Qualifying the prospect involves confirming whether they meet the criteria of a good
customer. If they are not a good fit, tell the prospect why. If they are still interested,
determine why.
4. Nurture prospects.
Once you have qualified the prospect, demonstrate the relevance of your solution to them.
This typically involves answering questions about your unique offer, the benefits you
provide, and the problems you solve.
When answering the prospect’s questions and learning about their needs, you have to
nurture them along the process of making a decision. This involves:
Moving the prospect along the stages of awareness
Unaware: The person does not know they have a problem.
Problem aware / pain aware: The person knows they have a problem but
is not aware of a solution.
Solution aware: The person knows there is a solution but does not knowabout your
product.
Product aware: The person knows about your product but does not know
if it can solve their problem.
Most aware: The person knows a lot about your product but needs to know
about its benefits.
Educating the prospect about the product, service or industry
Personalizing your communications
Responding to common challenges
Building your reputation with the prospect as someone who is helpful, responsible and
reliable in your area of expertise
Some prospects may be both interested in your offering and qualified, but might not be
ready or able to become a customer at this time. To nurture this type of prospect, stay in
touch going forward and demonstrate your ability to help. This will help to keep you top of
mind when they are ready to buy.
5. Present your offer.
Use the information you have collected to this point to present the prospect with your best
possible offer. Make the offer personalized, targeted and relevant to your prospect’s
needs. Craft the offer to address their challenges, budget and goals.
While the content of your offer is very important, how you present the offer can be the
difference between success and failure. Consider your audience and the situation when
deciding how to present your offer. Creativity can be very effective, but you should also
focus on what works best for you given the experience of previous presentations.
6. Overcome objections.
You’ve made the best possible offer – now it’s up to the prospect to make the next move.
The most common response is some type of objection to your offer, such as:
Price (e.g., too expensive for the value provided)
Risk (e.g., too “dangerous” to switch to a new solution) Content of
offer (e.g., offer does not provide enough detail)Contract terms
(e.g., term is too long)
Ideally, you addressed the common objections during the nurturing phase or when
creating the offer. However, you cannot always address every objection before the
prospect makes it.
To overcome or address objections:
Be patient and measured in your response. Listen to the prospect’s concerns objectively.
Do not rush or pressure the prospect to move forward.
Address objections that are related to each other. For example, if the prospect questions the
value and price, go over everything you’ve included in the offer to show how the value
you provide exceeds the price.
When you have explained your reasoning, ask the prospect if you have properly
addressed their objection.
Read between the lines of generic objections (e.g., “We are not interested”).
Ask more questions to determine the real reasons behind each objection. Listen
carefully to the answers before responding.

7. Close the deal.

Once you have overcome all objections, you can close the deal to make the sale.
First, work on sealing the deal. The goal is to confirm the prospect’s engagement and work
toward the next steps. The key is to make it easier for the prospect to say yes to the deal.
Prime the prospect by reminding them how they will achievea specific goal in purchasing
your product or service. To close the deal:
Ask a direct question or make a direct statement (e.g., “Would you like to sign the deal
now?”).
Ask an indirect question (e.g., “Are you satisfied with what is included in the offer?”).
Provide an incentive to close the deal (e.g., add a sign-up bonus).Offer a
free trial period (e.g., “Try it for one week”).
Emphasize the urgency or scarcity of the offer (e.g., “This is a limited-time offer”).
Ask what else the prospect requires to make a decision.
When the prospect has committed to the purchase, answer any additional questions they
have and give them details on the next steps. Provide a written agreement and summary of
the conversation so that their supervisor or other stakeholders can review it for accuracy.
If the prospect still responds with “not yet” or “not now” for reasons beyond your control
(or theirs), then return the prospect to the nurturing stage. Stay in touch and follow up with
prospects who are not ready to purchase.
How to implement a sales process
Consider the following approach to implement the sales process in your organization.
Understand the customer.
The sales process begins with the buyer. To implement an effective sales process, you must
understand the buyer and then design your sales process to address their goals,
motivations, and needs. This requires identifying and then answering their “why” question.
For instance, why is the buyer looking for a solution? Why are they looking to you for the
solution?
Build a sales process to help your salespeople find the answer to the key question.
Conduct interviews with buyers and salespeople and perform industry research to find the
answers to include in the process.
Set milestones.
Once you’ve defined the stages of your sales process, establish the key steps and
milestones within those stages. A milestone could be identifying where the buyeris in the
sales process or engaging with stakeholders within a certain time period. Score each
milestone to determine how many resources to invest into that part of the sales process.
When you set a milestone for each stage, train salespeople to meet that milestone at the
assigned stage. This will prevent them from skipping steps or taking the wrong approach at
the wrong time (such as talking about the price too soon). Instructing salespeople on when
and how to do handoffs will also help correct problems in the sales process. This
simplifies the process of helping buyers move from one stage to the next.
Apply skills and resources.
Build skills, resources and activities into the sales process to help your salespeople move to
the next milestone. Resources could include brochures, case studies and whitepapers for a
salesperson to share with customers. Provide your salespeople with specific training for
particular milestones or have them engage in activitiesfor other milestones.
Iterate and improve.
A sales process is not static; it should be refined and improved over time. Get feedback
from salespeople, measure buyer behavior, and track and analyze sales data to evaluate the
effectiveness of your sales process. Use the results to solidify the successful activities and
resources within the sales process, implement activities and processes to prevent negative
outcomes, and remove activities and resources that do not advance the sales process. This
will keep the sales process relevant, actionable and efficient.
By constantly iterating and improving your sales process, you will:
Reduce the time it takes to onboard new salespeople.
Increase the percentage of successful sales.
Minimize costly mistakes.
Improve sales forecasting.
Reach sales targets on a more consistent basis.
Align your technology and systems with the sales process.
It’s important to equip your salespeople with technology (such as CRM software) that
enables them to perform each step of the sales process efficiently. However, software tools
alone won’t make salespeople more effective or encourage them to follow best practices.
You need to combine the technology with supportive systems, guidance and resources.
Provide technology that streamlines the sales process, collects and organizes information
on customers, and lists the required activities for salespeople to follow. Create systems
and resources to support the sales team’s use of the technology during the sales process,
such as these:

Checklists to make sure all steps are performed in order

Content and video to demonstrate the importance of the stages and milestonesBuyer-
focused content tied to where they are in the sales process
Reminders to prevent salespeople from skipping steps
Training content for each step in the sales process
3. Sales Planning
Sales planning is a set of strategies that are designed to help sales teams reach their target
sales quotas and help the company reach its overall sales goals. Sales planning helps to
forecast the level of sales you want to achieve and outlines a plan to help you accomplish
your goals. A sales plan covers past sales, risks, market conditions, your target personas,
and plans for prospecting and selling.
Sales planning occurs at various stages of the sales cycle. Generally, businesses set
monthly or quarterly sales goals. Sales don’t happen all on their own just because your
sales manager sets goals. By defining the steps in a sales plan, sales managers can help
their teams reach their targets and enjoy the rewards that come with collective success.
Another important part of the sales planning process is evaluating the company and
understanding its position in the marketplace. Market conditions are ever- changing, so it’s
important to study them and to adjust your sales plan accordingly.
Sales plans typically account for short- and long-term planning. Goals without rewards
aren’t sufficient to incentivize each salesperson to reach for the sky. The right tools and
sales strategies go a long way toward motivating salespeople to reach their targets.
As salespeople reach their goals, you’ll want to set new ones. Every time you set new
targets, it’s appropriate to amend your sales plan. Changes to your sales plan may also
mean that you need to change how your company allocates resources to ensure that your
salespeople have the resources they need. If you haven’t already invested in a cloud-based
phone system and VoIP integrations, you might consider how setting up a sales call
center, complete with call center software, could help streamline your sales activities and
help you reach your goals more easily.
The Role of a Sales Plan for Your Business
In case there’s any doubt about the important role that your sales plan plays in your
business, you may be interested to know that a little more than half of sales professionals
annually miss their sales quotas. Sales experts attribute this underwhelming percentage to
the lack of strategic planning and failure to align sales goals in accordance with conditions
in the marketplace.
Top sales performances only come about after proper planning and preparation. A well-
thought-out plan streamlines sales tasks, which increases the efficiency and productivity of
your sales teams.
For the best results, develop your sales plan well in advance. The best plans account for
multiple levels. A common approach is to start with annual targets and break them
down by the quarter, month, and week. Also, you’ll need to pre- plan your resources,
logistics, and activities for every part of your sales plan. These activities will give you a
road map that leads to sales success.
Short-term planning and monitoring are important activities because they give you the
opportunity to make changes to your sales plan based on weekly or monthly sales results.
If your salespeople are way ahead of – or way behind on – your projections, short-term
planning will ensure that sales goals are reasonable and attainable.
A good sales plan means that your sales teams can function as efficiently as possible.
Inside sales reps and call center agents can easily use call center software for sales call
planning, freeing up outside salespeople to focus on making in-person calls and closing
sales.
Sales Planning & Aligning Your Sales Strategy
When your business is experiencing a downturn in revenue generation, this is usually a
sign of poor sales and marketing alignment. Misalignment between sales and marketing
reduces revenue, negatively impacts customer experience, and makes it tougher for
salespeople to meet their quotas.
Here some interesting things about marketing and sales alignment:
Sales and marketing productivity decline when there is a misalignment between
them.
Alignment between sales and marketing improves the customer experience
because it helps to improve customer service and to create a single customer journey.
Salespeople don’t always use marketing content when there’s no alignment.
Marketing software and sales automation software make it possible to develop data-driven
sales and marketing plans.
Alignment ensures that marketing and sales teams develop profiles of the same audience
segments and target personas.
Strong alignment means that marketing and sales messaging to customers are consistent
and tell the same story.
Sales and marketing alignment also has a positive impact on post-sale growth, retention,
and brand loyalty.
Overall, when sales and marketing teams align with each other, it positions your company
to get the most value from prospects and customers. It’s the best path to take your
company to new heights.
How to Use Sales Planning Templates
A proven sales plan template should be part of your brand strategy because it will
guide your business growth every step of the way.
You could think of it as telling your sales story. Every story tells the who, what,why,
where, when, and how from beginning to end.
Let’s break the strategic process down into five parts:
Goal setting Sales
forecasting
Market and customer research
Prospecting
Sales
 One process seamlessly dovetails with the next. Start with your high-level goals and then
factor in the various market factors. Set realistic goals as a benchmark for forecasting
reasonable goals in the future. You’ll need to base your goals on several things, including
the size of the market, your annual company goals, your sales teams’ experience, and the
resources that you have available.
A cloud-based phone system offers dashboard analytics that gives you metrics such as the
number of inbound calls and outbound calls and the average call length. This will allow
you to set standards for your call agents. Also, it will help you to scale your contact center
so that it’s not over- or understaffed.
Marketing and customer research is an important activity that helps you position your
company properly for business growth. The right data will determine your niche markets
so you can start building traction with a receptive audience. Your niche encompasses your
products, content, culture, and branding.
The next step is to identify the most likely sources for finding high-quality leads so that
you can start building a quality prospect list. It’s also a great idea to leverage current client
relationships as you build your prospecting plan.
Important of sales planning
Sales planning is an important aspect of business that identifies current issues, such as a
lack in sales, and seeks to find solutions or develop strategies. Sales planning takes
advantage of new opportunities, such as when a company develops a new product, to
create brand awareness or interest. Sales plans address various sales opportunities and the
plan's objectives may vary depending on whether the company sells directly to the
consumer, or to another business.
Ideally, a sales plan:
Define targets
Creates strategies
Identifies tactics
Motivates teams
Sets budgets to achieve targets
Reviews goals and suggests improvements
4.Analytics applications in Marketing and Sales
Measure Performance of Marketing Campaigns
The most basic form of marketing analytics is to provide marketers with the tools to
understand what business impact their marketing campaigns have. This task can range
from something as straightforward as providing standard metrics (click- through rate, ROI,
etc..) at the campaign level to an analysis as complex as developing a Market Mix Model
to come up with the optimal marketing strategy tomaximize profit.
Find Opportunities in Marketing Performance
While marketing performance analytics will let you know on the whole how a campaign
performs, it isn’t until someone digs in to many cuts of data to uncover whether there are
certain types of users that respond better to particular marketing treatment - perhaps some
campaigns work better in certain markets or on mobile. Marketing analysts mine and
model your data to uncover nuggets that can be acted on by marketers.
Understand Your Customers
Diving deep into customer demographics and behaviors can help you understand which are
more likely to be successful. This information can then be used by marketers when
selecting their target audiences. Through data mining and statistical modeling, marketing
analysts can provide a rich understanding of your customers and what drives success.
Understand Your Competition
Market research is often within the domain of marketing analytics and it can help
marketers understand the competition better and adjust their strategy accordingly.
sales analytics applications
The full list of applications we have seen are:
Sales forecasting
Sales force management
Sizing
Geo-distribution
Predictive/prescriptive lead scoring
Customer contact analytics
Sales rep compensation improvements
Sales attribution between marketing and sales
Sales process improvements
Performance management
Additionally sales analytics enables numerous applications we listed above. Some
of these applications have dramatic benefits:

Reduction of sales support activities

Sales reps spend more time on non-sales activities according to most research on the topic.
These include making sales forecasts, prioritizing leads, deciding how to approach leads
which can all be automated with sales analytics applications. To perform such tasks,
sales reps can use behavioral analytics.

Improved prioritization
There are several levels of improved prioritization thanks to sales analytics:
Predictive/prescriptive lead scoring techniques enable improved prioritization by sales reps
Sales rep compensation can be improved with advanced analytics enabling
company to focus on successful sales reps
Sales attribution models allow the company to focus its resources appropriately between
sales and marketing.
Improved sales processes and practices
Insights can lead managers to learn from top performers, improve their coaching and sales
processes as outlined in the example below.
 PART - A
1. What is sales analytics?
• Sales analytics is used in identifying, modeling, understanding and predicting sales
trends and outcomes while aiding sales management in understanding where salespeople
can improve. Sales analytic systems provide functionality that supports discovery,
diagnostic and predictive exercises enabling the manipulation of parameters, measures,
dimensions or figures as part of an analytic or planning exercise.
2. What are the benefits of sales analytics?
• Implementing a sales analytics system brings increased accountability and
increases understanding of the factors that impact sales.
• List 5 Ps of Marketing
• Product
• Promotion
• Pricing
• Place (or distribution system)
• People

3. Why Marketing Strategy Is Necessary

1.Systematic futuristic thinking by management
2. Better co- Better co-ordination of company efforts ordination of company efforts
3. Development of better performance standards for control
4.Sharpening of objectives and policies
5. Better prepare for sudden new developments
6. Managers have a vivid sense of participation.

4. List the Advantages of marketing analytics.

Advantage: Gain a full view of customers across channels.
Become more proactive and effective.
Personalize your marketing and customer engagements.
Sharpen social media strategies.
Engage your customers in real-time.
Visualize success across the enterprise.
Treat data as a strategic asset.
5. Discuss the need of marketing analytics.
Understand your target audience in greater detail Identify where your
competitors are investing their efforts Measure how well your marketing campaigns
are performing Monitor current trends and predict future trends Use data to decide
the future course of action
6. Explain the components of marketing analytics.
• Customer Description
• Customer Perception
• Market Trends
• Market Projections
• Competition
7. Differentiate market research and marketing analytics.
Market research is a form of primary research, taken from the source and providing
firsthand evidence; market analytics is a form of secondary research, a summary of
descriptive documentation and synthesis of data drawn from anumber of sources.

8. What is Sales Analytics?

Sales Analytics involves leveraging the power of Data Analytics to improve your Sales
team’s performance both in the long and short-term. This is helpful when it comes to
suggesting recommendations to Sales reps and managers. These recommendations could
be regarding the best decisions to make when it comes to capitalizing on the Sales trends or
generating models to boost revenue
9. What is need to monitor Sales Analytics?
• Clarification of Future Decisions
• Identification of Missed Opportunities
• Recognition of Market Trends
• Sales Funnel Optimization
• Increase Efficiency and Productivity
10.list of applications of Sales Analytics
• Sales Forecasting
• Customer Health Metrics
• Predictive Lead Scoring
• Sales Team Management
 • Customer Contact Analytics
• Monitoring Individual Rep Performance
• Multi-touch Sales Attribution
• Sales Process Improvements
• Performance Management

11. List Different Types of Sales Analytics

Predictive Sales Analytics

Prescriptive Sales Analytics
Diagnostic Sales Analytics
Channel of Distribution Store
Keeping Units (SKUs)
Per Comparable Economic Data
Per Capita
Category Development Index (CDI)
Competitive Trends
Brand Development Index (BDI)

12.How do Sales Analytics Systems Work?

• There is essentially a prediction problem at the heart of sales analytics.
• The Sales and Revenue of your company depend largely on the customer experiences you
create for them. The Sales Analytics Systems store all the data with respect to the
customers, their journey, their interests, and their behavior. Customer interaction with
Sales Reps, interactions on all digital platforms, Lead Scores, Sales Attribution, and Key
Metrics are recorded and analyzed in the systems. These metrics play a major role in
coming up with a Data-DrivenMarketing Strategy/Decision.

13.List Best Practices for Sales Analytics

• Presence of Sales Operations Expertise
• Understanding the Key Outputs
• Ensure Data is Accurate and Complete:
• Keep it as Simple as Possible
• Coach With Metrics

14.How to Run a Sales Data Analysis?

• Select what kind of Sales Data you want to analyze, who or what you areinterested in
analyzing.
• Zero in on specific, definitive, and measurable objectives.
• Set the frequency of your Sales Data Analysis.
• Compile your Sales Data manually or use Sales Analytics tools on a rolling basis.
• Leverage Data Visualization Tools to make sense of vague numbers and metrics.
• Analyze your data and try to identify trends or patterns in it.
• Implement your findings to optimize the Sales Performance of your company.

15.Sales Analytics Tools

Some of the most popular and useful Sales Analytics Tools are discussed below.Power BI
HubSpot
Tableau
Zoho

16.Limitations of Sales Analytics

Carrying out Sales Analysis makes sense for an organization having more than 10
reps, a stable product, and a target market so that the customer behavior is nottoo variable
for comprehensive analysis.
For an organization having a Sales operation that can fit comfortably in a
spreadsheet, using analytics tools may become unnecessary.
Some analytics systems suffer from drawbacks associated with modern AI (Artificial
Intelligence) systems. For instance, some systems might not be able to provide a coherent
explanation for certain results, making them counter- productive
 PART- B

Q. Questions CO K Level
No. Level
1 Explain Marketing Strategy in detail CO6 K2

2 Discuss Marketing Mix methods CO6 K3

3 How to analysis Customer Behavior CO6 K2

4 Explain selling Process in detail CO6 K2

5 Illustrate Sales Planning techniques CO6 K3

6. Explain Analytics applications if Marketing and Sales CO6 K2

Supportive Online Certification Courses

Sl. Courses Platform

No.
1 Marketing Analytics Coursera

2 Sales Analytics Beginner Complete Course Udemy

Real Time Applications

1. What initial challenges did you encounter with the client that could behelped
with our product?
2. What trends in your industry drove the need to use our product?