Sales Management‘s District Role and Responsibilities
Common Sales Approaches
Customer Value, Satisfaction and Retention
Sales-Mix Strategy and Types of Sales
Sales Process Mapping – Best Practices
Grouping Activities and Goals
Sales-Activities vs Customer-Activities Focus
Establishing Measurable Results
Global-Driven Metrics
Sales Planning and Preparation
Setting Goals and SMART Objectives
Deter mining of Sales Execution Strategy
Targeting Prospect Profiles
Assessing Market Opportunities
Building Sales Life Cycle
Market Analysis and Positioning
Competitive Analysis and Positioning
Sales Negotiation Techniques
Determinants of Customer Delivered Value
Sales Engagement and Closure
Sales Delivery and Follow Up
Sales Projects, Budgeting and Resources Control
Project Scope and Scheduling
Task Assignments
Quality Control
Resource Management
Closing and Reporting
FOR WHOM: Marketers, Sales Managers, Sales Executives, Sales Support Personnel, Customer Account Managers, Business Development Managers, Client Service Managers, Sales Team Leaders, Sales Representatives and anyone who is involved in the marketing and sales functions.
Any business owners or sales managers know that managing sales effectively is essential to success in the business world. However, many businesses struggle with sales. Fortunately, the art of being an effective salesperson is a learned skill because selling is a science. Just like other sciences, you can learn and master the techniques and strategies of selling. Whatever your current understanding of sales, from none to major, this essential workshop will provide interesting concepts, tools, techniques and strategies that will ensure that you have a good grasp of what sales management is and how to use sales to massively improve your business. By the end of the workshop, participants will be able to:
Understand sales roles and responsibilities
Understand customer values and buying behaviour
Be familiar with the elements of sales planning process
Improve planning and utilize planning cycle to achieve effective
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