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Advanced Selling Skills

by on January 6, 2015

This workshop is designed to introduce the concepts and practices of Sales Management and selling skills, including skills and knowledge required in today’s business challenges. This workshop follows a practical approach, as the participants are required to apply the theoretical concepts in case studies and actual settings. It prepares you to think and deal with full range of situations and to arrive at effective and ethical solutions.

 

OBJECTIVES AND LEARNING OUTCOMES

This workshop focuses on the changes taking place in today’s dynamic markets.  The objectives include:

  • Learning how to manage the changing Sales World
  • Learning how Resources are managed
  • Learning how Sales Accounts are managed in a Competitive World
  • Understanding the links between Organizational Tactics and Sales
  • Understanding the relationship between Corporate Strategy and Sales

 

WHO SHOULD ATTEND?

Sales teams at all levels

 

OUTLINE

 

Day one:

 

The Sales Environment

Global Environment

Personal Selling

Sales Managers and Leadership

 

Day two:

 

Organizational Buying/Purchasing

Sales Organization

Salesforce Deployment

Selecting and Recruiting the Salesforce

 

Day three:

 

Training the Salesforce

Motivating the Salesforce

Compensating the Salesforce

Evaluating the Salesforce

Forecasting and Quotas

Sales Strategy


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