Many new product managers are unfamiliar with basic marketing concepts, the marketing mix and the market planning process. Likewise, managers from other disciplines who serve on cross-functional teams can enhance their contribution by gaining insights into the marketing process.

Product mangers often do not have the opportunity to explore the key marketing concepts that define their brands and their success in the marketplace.  This program provides an overview of these concepts, and practices involved in managing a brand.

Many companies do not have a strategy to designate Key Accounts. However, as resources shrink and revenue pressures grow, investing in certain key accounts is necessary to maximize return on sales. Choices must be made to determine prioritization and allocation of resources. A Key Account Management Program emphasizes "conscious customer management" and investments in time, dollars, and staff to build long-term customer relationships, in order to generate new & repeat sales, increase profits, and provide superior customer satisfaction.

Individuals who can't negotiate with their bosses, peers, subordinates, clients, and customers won't be productive for themselves – or their company. This inability to negotiate often produces arguments, friction, power struggles, and other non-productive activities.

Successful selling involves listening to what the other party is "saying", verbally and non-verbally. It also requires that the nonverbal message being sent does not detract from, or contradict, the spoken message.

Companies now realize the cost-effective benefits of selling via the telephone. However, many professionals who normally feel comfortable selling face-to-face, don't possess the same ease and confidence in presenting and persuading over the telephone.