SALES MANAGEMENT TECHNIQUES AND STRATEGIES

Content

Understanding Sales Role and Process

  • The New Business Economy
  • 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.

 

DATE:            5th – 7th June, 2024

                         2nd – 4th December, 2024

 

Category:

Objective

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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