SALES MANAGEMENT TRAINING
RATIONALE
Companies use sales people to find, sign-up, and service customers, and to build revenue and profits. Sales Management is the discipline of maximizing the benefits of a company and its customers from the efforts of its sales force.
We all live in an environment where the only constant thing is change. We encounter and engage in change in our sales processes, sales assignments and there is always new pressure on us to improve our interpretation and interactions with our sales teams. The way in which your sales managers supervise and coach their employees under these conditions will significantly affect performance and job satisfaction. Therefore, this course will help its participants overcome their sales related challenges and take advantage of the opportunities that lie ahead.
LEARNING OBJECTIVES
Personality Assessment Test: We conduct Personality Assessment Test on all our Course participants to help them understand their personality traits and dispositions.
At the end of the programme, participants in addition, should be able to:
- Make better decisions in the development of their sales teams.
- Effectively manage and increase maximum sales performance.
- Effectively manage conflict and handle difficult situations.
- Develop a winning attitude on their sales teams.
- Be able to teach, facilitate, guide, and conduct telephone selling skills
- Effectively give and receive feedback.
- Build and credit on their representative’s ideas.
- Avoid putting members of their sales team on the defensive.
- Make a positive impact on the quality of teamwork and directly increase sales productivity.
- Provide the opportunity to go beyond individual sales efforts while emphasizing the achievement of common goals.
- Define and set up a method to track the sales staff’s activities.
- Recruit and hire superior sales people.
- Motivate and help their sales team to develop specific job related selling skills.
COURSE CONTENT
- Defining Sales Management Processes
- Common Sales Approaches
- Managing the Sales Stages from Prospects to Real Customers
- Handling Objections in Sales
- Common types of Sales Objections
- Basic Strategies in Sales Management
- Identifying your Contact Person
- Sales Closing Techniques
- Drafting Thank-you Notes/Letters
- Resolving Customer Service Issues
- Setting Sales Goals
- Setting SMART Goals
- Delivering Presentations that SELL
- Managing your Database to achieve more sales
- Using Computerized Systems in Sales Management.
TARGET AUDIENCE:
Sales Managers, Sales Professionals, Marketers and anyone seeking an in-depth knowledge of Sales Management or looking to improve sales of products and services