43rd Marketing and Sales Implementation

SAVE on expensive trial-and-error efforts – – 9 out of 10 strategies fail because of poor implementation!
Ask yourself the following questions: 
Yes No 
__ __ 1) Do I need to gain competitive advantage in execution because of parity offering? 
__ __ 2) Am I about to launch a new product, a new incentive plan, a new sales requirement? 
__ __ 3) Am I about to embark on a project that will require organizational or cultural change?
__ __ 4) Do I need to get it right the first time? 

Just one (1) YES answer makes you a candidate for this program. 


Each participant will learn: 

  • Skills in designing the most effective marketing implementation program for your marketing strategy 
  • Tools for critical support and commitment for ideas 
  • A better understanding of what works and what mistakes to avoid in execution   


The company will gain: 

  • Tools that the team can adopt to increase the organization’s chances of success
  • HR as a key strategic partner in the execution of marketing’s plans 
  • A framework to give clarity for the company to take the right direction and identify capability gaps       


In a commoditized market, competition can always catch up when it comes to product offerings, price or distribution. What can be an advantage is how your team executes your strategies while utilizing resources effectively to outperform others while providing customers the value they desire at profit-maximizing levels. 


Module 1: Marketing Implementation Framework: An Overview 

  • Marketing implementation defined : beyond marketing management 
  • Understanding strategy and implementation using the Mansmith “M” Framework 
  • Seeing the issues from all perspectives: Mansmith 3 Cs of Marketing Implementation 
  • Is it a strategy problem or bad implementation : The Marketing Problem Diagnosis Quadrant 
  • Does your organization have what it takes to successfully implement : The Mansmith Capability Building Framework  

Module 2: It all starts from an implementable strategy 

  • 3 Cs of Critical Tasks: Choice, Clarity, Communication 
  • Case study on choices to take for implementation action 
  • Choices and trade-off decisions: are you inward-looking or outward-focused? 
  • Using the internal 4Ps for implementation for clarity: a case study 
  • Case study on communicating the launch of something new throughout the organization  

Module 3: Being prepared by developing capabilities 

  • 3 Cs of Capabilities: Coordination, Competencies, Commitment 
  • Steps to develop marketing/sales capabilities 
  • Effective coordination between sales and marketing via the coordination matrix
  • Building competencies via the 4 x 4 implementation matrix
  • Mastering the 4 Levels and 4 Skills in Marketing Execution : Critical skills needed by all marketing and sales management practitioners
  • Establishing commitment by looking into behaviors during transition and knowing which leadership action to take during transition 
  • Case study on account-specific promo execution  

Module 4: What infrastructures build capabilities 

  • Marketing Effectiveness 
  • Building Managerial Excellence 
  • 4 Traits of Excellent Marketing Implementers 
  • Putting it all together : Mansmith Capability Building 5 Infrastructures Exercise Diagnosis Quadrant 
  • Turnaround marketing  

Be inspired with a generous number of local and international case studies to be discussed:

  • Agricultural products 
  • Airline 
  • Baby food 
  • Bakery 
  • Beverage 
  • Chicken 
  • Consumer electronics 
  • Consumer health 
  • Entertainment 
  • Fashion 
  • Fast food 
  • Grooming products 
  • Interior design 
  • Internet 
  • Lighting products 
  • Magazines 
  • Media 
  • Personal care 
  • Pharmaceutical           
  • Plastic 
  • Religion 
  • Retail 
  • Search firms 
  • Software 
  • Supermarket 
  • Tiles 
  • Watches 
  • Real Estate 
  • Restaurant 
  • Shampoo 
  • Spa
  • Supermarket
  • Tourism 
  • Training 
  • Tuna 
  • Water Purifiers 
  • Wine     


3 sets of people would largely be benefited from attending this seminar:
a) Marketing and Sales Management Practitioners
b) HR & OD Practitioners
c) General Managers   

Case examples from the following products/industries shall be cited: 

  • Bank 
  • Beverage 
  • Consumer Durable 
  • Credit Card 
  • Entertainment 
  • Export 
  • Fast Food 
  • FMCG     
  • Network Marketing 
  • Pre-Need 
  • Retail 
  • Slimming Products
  • Sports 
  • Telecom   

Case examples of the following scenarios shall be discussed:

  • Account specific sales promo done nationally 
  • Changing sales incentives 
  • Communicating your theme during annual convention 
  • New product development
  • New product launching 
  • New sales campaign 
  • Stopping trade inventory loading 
  • Training curriculum (marketing and sales)  

What our past participants said:

“Attending Mansmith training is a rewarding experience! Comprehensive and practical. I am now more knowledgeable to bring my team to next higher level & as a team we will soar high!”– Harry William Acosta, Trade Marketing Manager, Universal Robina Corp.

“This was a good one! Validation of existing practices & a lot of new approaches learned!”– Manolito Juan Anchores, Assistant Vice President, Nestle Philippines, Inc.

“I found the workshop enriching – presented in a way that’s easy to apply.” – Jeffrey Ross Damian, Product Manager, Globe Telecom, Inc.

“Every time I come out of a Mansmith and Fielders seminar, I am always more knowledgeable. This seminar is very timely as we will be launching more phases in Amarca. Coordination and execution will really matter.” – Therese Marie P. Sotelo, Sales Supervisor, Cebu Holdings

“I find every module so useful in the company additional inputs of marketing and sales implementation were learned.”– Alvin M. Gozon, Regional Manager, Pacifica Agrivet Supplies, Inc.

“I know this, but now I can actually simplify and structure my thoughts & things I have to do in an easy-to-use framework.”– Paula Castro, Trade Marketing Manager, Gandour Philippines, Inc.

“I appreciate the simplicity of the approach (in complicated topics) and the practicality of the examples. This is executable in reality.”— Len R. Concepcion, Marketing Manager, Parpharma-Meinz Pharmaceuticals Corporation.

“The seminar was great, it reinforced some of my current skills and more importantly, it widen/expanded my perception on the importance of “Flawless Implementation”, can’t wait to apply my new learnings & share it to my team.”– Chris Camacho, GBU-Head North Luzon, United Laboratories, Inc.

“I realized that good strategy is nothing without good implementation.”– Anna Katrina Mejillano, Costumer Relation E-System, URC-AIG





CEO and Chief Behavioral Strategist

Co-author/editor of 8 books in marketing and entrepreneurship; Executive Scholar in Marketing and Sales of Kellogg Business School, Northwestern University; Certified Master Coach (by the Behavioral Coaching Institute) and Certified A.I. Training Facilitator (by Company of Experts USA); awarded as one of the Top Filipina Entrepreneurs 2011 in the Trailblazer category, the GoNegosyo Enabler Award 2014 and the ASEAN Women Entrepreneurs Network Award 2015; Chair of the Women’s Business Council Philippines; took advanced marketing programs at Columbia Business School (Ceibs campus), Harvard Business School, University of California-Berkeley; has finished the 1-year advanced management program at the IESE Business School (New York and Barcelona). Graduate of De La Salle University (LiaCom Communication Arts & Marketing Management Accelerated Program) and Ateneo de Manila University (MA English Language and Literature Teaching.  Currently taking MA Anthropology at the University of the Philippines.

Regular Rate

(If paid during November 17 - December 10)

On-site Rate

(If paid during or after the training)

Closing Date





Deadline : Dec 04, 2018