This highly participative and intensive seminar has been
designed to ensure that both new entrants to the sales
discipline and experienced sales people who need a
"refresher" operate with confidence in today's very
tough markets. Every aspect of sales - both pre sale and
post sale - is covered during this programme.
Sessions include: mechanics of the sales process;
managing the buying process; customer selection;
customer strategies; product knowledge; product
positioning; the appeal strategy; the proposal; winning
profitable customers; winning competitive bids; closing
the sale
What you gain: A quicker payback and more
consistent and profitable results. Research tells us
that well trained sales people will out perform non
trained sales people by a factor of ten to one.
Suitable for: New internal and external sales
people as well as experienced sales managers and sales
executives who require a boost in "confidence" and
"results" or who simply require a "refresher".
The 80/20 rule has never been more true. Your most
valuable revenue stream into your business are your
existing accounts and it is critical that you maintain
their loyalty in an increasingly competitive
environment. This programme is for experienced sales
people and is usually attended after Selling Basics.
Winning major accounts and building existing accounts is
a strategic process. This programme has been developed
to show your people how to create "business
partnerships".
Sessions include: the new challenge for the sales
team; winning and developing strategic customers;
managing the buying process; winning major bids;
handling web auctions; making major accounts more
profitable; the "customer" Director
What you gain: A plan for developing and
protecting major accounts to ensure an increase in
profitable sales.
Suitable for: Everyone within the business who is
responsible for particular customer accounts. An ideal
programme for newly appointed account managers as well
as sales people who require additional knowledge for
optimising the sales relationship.
Productive Sales Management (Two days)
This intensive workshop relates entirely to the
practical day to day issues facing every sales manager
in ensuring that the sales effort of each sales person
in the team is maximised.
Sessions include: the role of the sales manager;
the principles of motivation; time and territory
management; distributor management; competitive sales
strategies; selling by objectives; recruitment and
retention of sales people; building the team.
What you gain: The productivity of your sales
force will increase dramatically together with improved
motivation and renewed confidence.
Suitable for: An ideal programme for recently
promoted sales managers, experienced sales managers and
small company directors. This is also an ideal
"refresher" for Sales Directors.
