Online to Offline Sales Strategy

Course Synopsis

In Asia, the high-context culture significantly influences the e-commerce landscape, necessitating a blend of online and in-person sales approaches1. Despite the rise of digital platforms, traditional face-to-face interactions remain vital for building trust and in some cases bring in the sales, especially for high value products/services (Above $2000 SGD). This cultural preference for personal connections means that e-commerce businesses must integrate offline strategies to effectively engage with customers and increase sales. Studies show having a salesperson reduces online cognitive dissonance4 and this improves closure rates.

In an online-to-offline (O2O) sales strategy—where the initial customer contact happens online, but the final sale is closed offline—it is crucial to have a sales plan that incorporates a human touch. This means having sales personnel engage with potential customers using online communication tools such as WhatsApp, Messenger, or email before transitioning them to an in-person interaction, such as a store visit or appointment.

To address these challenges, a well-structured O2O sales plan is essential. Implementing a Customer Relationship Management (CRM) system is critical for tracking leads and should be integrated with Facebook Pixel or CAPI to optimize campaign performance.

A fast response time is also key to ensuring prospects show up for appointments. Sales teams should have pre-prepared scripts and FAQs ready to address common customer inquiries promptly.

This challenge is observed in Ice Cube Marketing (ICM), a digital marketing agency where 99% of our clients use an O2O sales funnel. Which means most of our clients, when running advertisements, still need a salesperson to answer questions online, convince customers for an in person meet up and to close the deal offline.

Completion of course

• Build a sales action plan based on the business unit's products and services
• Modify product or service sales plans by considering organizational sales cycles, client profiles, competitors, and product performance metrics
• Manage the implementation of an online-to-offline (O2O) sales plan
• Implement sales targets from the business unit level to individual sales personnel
• Interpret sales plan outcomes and evaluate the effectiveness of sales and marketing activities using performance metrics and qualitative feedback
• Propose changes and refine sales strategies based on feedback received

Topics covered

• Sales Mindset
• Buyer Psychology
• Pain-Pleasure Principle
• Principles of Same-side Selling
• 8 Phases of Same Side Selling
• Creating your irresistible offer
• Objection Handling

Course Structure:

Prerequisite skills

1. A Grade 5 in N-Level English or WPLN level 5 or equivalent 
2. Basic knowledge of how to use a smartphone
3. Basic knowledge of how to use a computer word processor (MS Word) and email
4. Basic knowledge of Messaging Applications on smartphones such as SMS, WhatsApp etc. 
5. Able to communicate using voice call functions and on video conferencing tools such as Zoom, Skype etc. 6
6. Basic knowledge of how to surf the internet using a web browser.
7. No prior work experience required. Should there be reason to believe the learner does not have the necessary minimum entry requirements, ICM may request relevant qualifications or administer a short test for the skills stated above. Learners will be required to bring a laptop with a minimum Windows 10, I5 processor, and 8 GB RAM or higher: or equivalent MacBook. Learners may request to borrow a laptop from Ice Cube Marketing, subject to the availability of laptops. For the best learning experience, learners should bring their own

Course Fees

Funding Validity Period from 28-04-2025 to 27-04-2027

WSQ Funding Requirements

• SkillsFuture Singapore's (SSG) funded course attendance must be done digitally via the Singpass App.
• Fulfil at least 75% attendance for the training (not inclusive of assessment timing)
• Marked ‘Competent’ for the assessment to be eligible for funding.

Ice Cube Marketing reserves the right to claw back the funded amount from trainee if he/she did not meet the WSQ funding requirements.

Other available course fee funding

For individuals

• Skills Future Credit (SFC) Claim Eligible for all WSQ courses
• Post-Secondary Education Account(PSEA) for Singaporeans 30 years old and below

For more information on the funding requirements, please refer to https://www.skillsfuture.gov.sg/funding-individuals

For corporates

• Enterprise Innovation Scheme (EIS) Reimbursement – Either Annual tax deduction of 400% or Convert 20% of course fees into cash payout
• Skills Future Enterprise Credit (SFEC) - 90% of out-of-pocket expenses on qualifying costs
• Absentee Payroll (AP) - $4.50 per hour, capped at $100,000 per enterprise per calendar year

For more information on the funding requirements, please refer to https://www.skillsfuture.gov.sg/funding-employers

Award

• Statement of Attainment awarded by SSG for WSQ competency unit “Sales strategy level 4 (ICT-SNM-4011-1.1)"
• Certificate of Completion for “Online to Offline Sales Strategy” by Ice Cube Marketing

To Apply

About Ice Cube Marketing