Sales training covers theunderstanding of what selling is, the skills (strategies and techniques)required to be a good sales person and how to relate them to your company andyour customer needs. All companies need a different approach. Essential andapplicable for everyone! NO SALES = NO $$$.

TargetGroup

• Sales Representatives and Managers responsible for sellingand achieving sales
• Everyone!

Duration

• A 5-day program, with 6-8 contact hours perday

Method

• Highly participative and practical settingutilizing case studies, work groups and exercises

CourseContents

This seminar includes thetopics below and consists of selected modules from the Sales Leadership and Key Account Sales & Management Curriculum.

1. The Sales Call:Strategies and Tactics

• Sales cycles
• Prospecting
• Cold call
• Direct mail
• Telephone
• Openings
• Questioning techniques and styles
• Listening techniques
• Demonstration techniques and styles
• Buying signals
• Handling objections
• Closing techniques
• Role playing

2. The SalesRepresentative: Personal Skills

• Social styles and attitudes
• Prospect/client targeting
• Time and territory management
• Presentation skills: verbal, written, physical
• Goal setting
• Proposal writing
• Confidence building

3. Preparation andStrategies

• Company knowledge
• Product knowledge
• Product positioning
• Competitive knowledge: analyses and advantages
• Managing the customer account
• Determining and working with the DMU
• Consultative selling
• Solution selling
• Value based selling
• Financial aspects of a sale
• Negotiating techniques
• Handling difficult customers

4. Internal

• Working within your own company management,colleagues and support staff
• Order processing
• Other commercial opportunities - trade showorganization and management, trade organizations