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Sales Management - Code
no: M&S-7
Workshop Objectives:
This workshop aims at developing professional sales people who understand their contribution towards making their companies successful. To provide professional selling skills which will help to maximize profitable revenue for their companies.
Workshop Contents:
Quick overview on personal selling and selling skills techniques
- Sales people role
- Types of relation
- Communication skills
- Adaptive selling for building relationships
- Prospecting
- Planning sales call
- Making a sales call
- How to strengthen your presentation
- Responding to objection
- Managing your time and territory
- The sales person as a manager
Defining the strategies role of the sales function
- Organizational strategy levels
- Corporate strategy and sales function
- Business strategy and sales function
- Marketing strategy and sales function
- The sales strategy framework
- Organizational buying behavior
Designing the sales organization
- Sales organization concepts
- Selling situation contingencies
- Sales organization structures
- Comparing the sales organization structures
- Sales force deployment
Developing the sales force
- Hiring the right sales person
- Importance of recruitment and selection
- Introduction to sales force socialization
- The recruitment and the selection process
- Role of sales training in sales force socialization
- Sales training as crucial investment
Determining the sales force effectiveness and performance
- Forecasting by sales manager
- Establishing the sales quotas
- Establishing the selling budget
- Benchmarking
- Sales organization effectiveness evaluation
- Purpose of salesperson performance evaluation
Language and Handouts:
English language
Duration:
15 hours
Who should attend:
Sales supervisors and managers
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