Aerospace Marketing: Building Sales & Marketing - English version
Objectives
Introduction to international Business aviation,
Benefits of strong sales and marketing relationship,
Ingredients to build and implement strong marketing and sales programs.
Part One - Sales and Marketing -“The love-hate relationship”
Part Two - Creating value for the Sales Force
Part Three - Interactive Case study
2. 2 AGENDA // Denzil D’Sa Introduction Course Objectives Marketing and Sales: The Love-Hate relationship Creating Value for the Sales Force Interactive Case Study Business Aircraft Example Objectives Revisited
3. DENZIL D'SA BRAND STRATEGIST // MARKETING DIRECTOR DENZIL D'SA, BRAND STRATEGIST / MARKETING DIRECTORDenzil D’Sa is a strong business leader with key qualities based on fundamental values. With the powerful ability to motivate and lead teams towards strong engagement for over 10 years of marketing experience in the luxury and technology markets. He has managed the International Brand and Marketing programs for three world-renowned luxury brands targeting the Ultra-High-Net worth individuals market worldwide. Under his direction, each of the three world-renowned business aircraft brands, Learjet, Challenger and Global have become a key market distinguisher for Bombardier. He has gone beyond social media to leverage technologies in all aspects of our life with proven result from the innovative use of technology to underscore leadership and ingenuity messages. Prior to Bombardier, Denzil worked at the Canadian Space Agency, in public, private, and community environments, working as MARCOM consultant as well as a radio Program Director. 3
4. 4 COURSE OBJECTIVES // Introduction to international Business aviation, Benefits of strong sales and marketing relationship, Ingredients to build and implement strong marketing and sales programs. Part One - Sales and Marketing -“The love-hate relationship” Part Two - Creating value for the Sales Force Part Three - Interactive Case study
5. SALES AND MARKETING // “THE LOVE-HATE RELATIONSHIP” Sales and Marketing are on the same side, but they have very different views about how to get things Sales tends to be action-oriented, focused on day to day relationships and the short term; Marketing tends to be more cerebral, creative and long-term oriented. The two functions have different metrics, and compensation programs, leading to deep cultural divides. 5 A strong sales and marketing relationship will lead to stronger customer relationships, and lead to long-term loyalty
6. CREATING VALUE FOR THE SALES FORCE 6 Creating Value for the Sales Force //
7. CREATING VALUE FOR THE SALES FORCE // 7 Brand relationship Sales Tools Marketing Channels
25. CREATING VALUE FOR THE SALES FORCE // 11 Brand relationship Sales Tools Marketing Channels
26. 12 CREATING VALUE FOR THE SALES FORCE// ELEMENTS OF CONSIDERATION The Market Context Personal Relationship – Relationship driven industry. Brand positioning (competitors) Effectively communicating
