|Written by Bob|
|Thursday, 07 January 2010 15:35|
Telephone Sales (1-2days)
Telephone technique - Selling on the telephone - Opportunities for developing business - Planning - Making Appointments - Positive Mental Attitude - How to handle difficult customers - Using your voice and controlling the conversation - Overcoming objections - Following up
;This programme covers all the fundamental points of using the telephone to win business or to communicate with customers. In addition to the sales functions customer services issues are dealt with. It is suitable for all who have customer contact on the telephone. It is particularly suited to Internal Sales and Business Development staff. It is also suited to those who are involved in customer service positions.
Basic Sales Skills (2-3 days)
Why do people buy - The sales process - Developing your own sales plan - Time and territory management - How to find new customers -
This programme is the foundation-training programme for all who wish to make a successful career in sales. Not only does it cover basic techniques of face-to-face selling, but encompasses the psychology of buying, planning and self-management. This programme would suit all sales people who are currently employed in a sales position as well as internal sales and those who wish to make a career in selling.
Key Account management (2-3 days)
Research - Consultative Selling - The difference between selling and Account Management - Planning Objectives and Efforts - Project selling -
On the basis that 80% of sales come from 20% of customers then it is important that these customers are treated as Key Accounts. Moreover as the structure and organisation of companies as well as markets become ever more complicated, an increasing need for more highly skilled sales people is created. This programme has been designed to close the skill gap between sales people and buyers and other decision makers. It is suited to senior sales people, sales managers, business development managers, and others who have a senior customer-facing role.
Distribution Sales Management (2 days)
Selling to and through third party channels Distribution Channels and their characteristics Identification Pricing strategies Agreements Training Business Plans Promotional Activity Motivating staff Time Management Coverage
Sales Management (2-3days)
Leadership and team development - Evolution of Sales technique - Selling Styles - How to run sales meetings - The success triangle - Training, Mentoring and Coaching - Performance improvement - Appraisals - Planning and processes - Communication - Professionalism - Motivation - -Recruitment - Forecasting - Rewards and IncentivesA good salesman is often promoted into a sales management position without thought, making the assumption that if he/she is good they can teach the others. This is rarely the case. Sales management is arguably the most difficult of management positions as frequently the team is distributed around the region or country. The Sales Manager must be carefully selected and trained. This programme will help with the latter as it covers all the basic skills and knowledge required to do an effective job. Suited to sales managers who are newly promoted as well as seasoned veterans honing still further their skills.
|Last Updated on Friday, 23 April 2010 13:39|