Sun Zi Art of War to Winning Profitable Sales and Marketing StrategiesINTRODUCTION A 1-day intensive and practical program that will cut short the learning curve by highlighting how to adapt, link and apply Sun Zi’s Warring Strategies to your daily sales, marketing and business development efforts making the BUSINESS WARRIORS out of you to win, generate and close more profitable and recurring businesses in today’s market place.
This program is a step-by-step learning of the key concepts within Sun Zi’s 13 Chapters that challenge minds towards attaining victory, not just to win, to create sustainable revenue and profit for your organization. OVERVIEW
Globalization and regionalization have drastically change the way businesses are done, coupled with today’s global economic downturn and reports of recessions in major countries, the BUSINESS WARS are getting harder and more confusing to fight; the sales “war” we are fighting, the changes in market place and the demanding needs of meeting customers’ needs require the revenue generating department be armed with the knowledge, thinking and tactics to win customers both in MARKET SHARE and MIND SHARE.
It is no longer good enough to just close sales but sales must be profitable and sales must be sustainable for maximum return-of-investment at lower cost, and lower price structure. Corporations big and small are always looking for better ways to increase sales, especially in the projected downturn of the global and regional economies. These successful business principles can be found and were first conceptualized 2,500 years ago in ancient China by one of history's greatest strategist, Sun Zi, his concept is used and adapted by world business and political leaders. COURSE OUTLINE
Attend and learn why Sun Zi said “a good general win war without conflict…”
Sun Zi’s Warring Philosophy adapted to today’s business world:
Chapter 1:
Planning and Analysis
Competitive market place planning and analysis
Chapter 2:
Going for Battle
Selling choices and sphere of sales
Chapter 3:
Planning an Attack
knowing your victory territories
Chapter 4:
Positioning
Sales & Marketing EUSP
Chapter 5:
Momentum of War
Buying Motivations of Customers
Chapter 6:
Strengths & Weaknesses
Product and Services Differentiations
Chapter 7:
Armed Conflict
Contacting the customers
Chapter 8:
Adaptability
Conditions of sales
Chapter 9:
Armed Troops
Moving your sales forward
Chapter 10:
Field Position
Customer relationship management
Chapter 11:
Types of Terrain
Sales & marketing obstacles
Chapter 12:
Attacking with Fire
Knowing customers’ pain factors
Chapter 13:
Using intelligent
Marketing intelligent and usage
TRAINER  Alan has trained over 3500 executives from over 1500 organizations from all industries. Finance, accounts receivables, credit and payment collections executives, seniormanagement, marketing, sales, and operations executives have attended his programs and benefited from the knowledge gained to better manage revenue collections risks.
Companies and organizations include Inland Revenue Authority of Singapore, Resorts World Sdn Bhd, COURTS Megastore, PSB Corporations, SP Services, Housing Development Board, Raffles Hotel, Thailand Institute of Finance and Banking Associations, DBS Bank, ABN AMRO Bank, Fedex, MobileOne, Raffles Hotel, American Express International, Canon, Abbott Laboratories, IBM, Asiatic Agricultural Industries, Mayne Pharma, GE Money,
Thanachart Bank, Bank BNI, Bank BCA, Discovery Asia Inc, Avaya, IE Singapore, Data
Security Systems Solutions, MediaCorp, Havi Food Services, IngersollRand,
InternationalSchool, Vicom Inspection Centre, Wincor Nixdorf, Natsteel, Cisco, Ingram Micro Asia,
International Scientific, McCormick Ingredients, G Tech
Automation, Airmark FreightServices, AIA Insurance Co., YHI International, Brunei Ministry of Finance, Orchard Hotel and DHL International amongst others. He has driven the concept of using collections business automations and software resulting in organizations like Nestle Singapore, Inland Revenue Authority of Singapore, Bank Islam Brunei Darussalam, BankThai, Lexis Nexis and
Zuellig Pharma implementing collections software to reduce receivables risks.
Alan is a dynamic trainer and a highly motivated coach and consultant; he has also been
invited to speak at conferences on collections in the region. He has recently launched an
eNewsletter, ARAsset, where he shares revenue and debt collections trends and industry
happenings with trainees. Alan graduates with distinction from University of Oklahoma,
USA with a Degree in Mass Communications.
COURSE FEE: S$430.00 ( inclusive of lunch & teabreaks)
EARLY BIRD RATE: S$387 (register at least 10 days before class date) For in-house or any enquiries, please call Lorraine@ +65-96930601 or email
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