Sales Management Training
Want to get the most out of your sales team?
This two day sales management training aims to provide training in personal selling and sales force management to executives who are part of a sales team as well as who have a responsibility to manage a sales team.
The first day of the program will focus on personal selling and selling strategies while the second day focuses on managing the sales team.
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The session explains a typical sales cycle and the interconnected nature of the different stages in the sales cycle. Each of the stages are explained using short case studies.
Understanding customer needs
This session details methods and strategies to unearth the needs of the customer in a sales situation. The session presents questioning techniques and ways to develop deeper insights into the needs of the customer rather than peripheral insights.
Adaptive selling strategies
This session looks at how to adapt to customers using methods to identify customer needs. The session highlights the importance of changing your communication style and overall approach in accordance with different types of customers
Handling objections and closing the sales
This session looks at effective methods for handling objections and sales closing strategies.
This session will provide a brief overview of the different sales forecasting techniques that sales managers could use in developing demand and sales forecasts for their assigned market. Typical examples include introduction to the ‘chain rule’, exponential smoothing method, moving averages, and a brief introduction to trend lines. Brief case studies will be used to illustrate the important points.
Sales Resource Planning
This session will cover important issues in sales force management like sales force - quota fixing, territory allocation and time management. Topics covered in this session include different methods for fixing quotas, techniques for territory allocation and methods for increasing the utilisation of selling time by sales persons. This session will use a few case studies for illustration of techniques as well as discussion.
Sales Force Motivation
The session aims to look at topics in sales force motivation, understanding the motivational requirements of sales persons as they progress through their career and how managers can make a real difference in improving morale. The sessions will use a case study to discuss different topics associated with sales force motivation.
Sales force compensation
The session looks at different types of compensation methods and evaluation of the different sales force compensation models. Issues like salary based versus commission based methods, straight line versus step wise compensation methods, non-salary based methods and motivational issues related to compensation methods etc. will be covered. This session will also use case studies to discuss the major topics
Sales organisation includes decisions about grouping sales persons and effective management through reporting systems and information exchange. This session on sales organisation will cover different organisation types, practical examples of sales organisation in different firms, advantages, disadvantages, principles of developing an effective sales organisation etc. This session will also use a case study for discussion.
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