Workshops
 
Personal Selling: competitive, strategic, value and consultative selling
 

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

 
INSIDE MNSA
Powered by Adrecom portal solution