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Sales Force Management

MS127

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Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete. The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.

At the end of this course the participants will be able to:

Identify the behaviors and skills of a successful sales professional.
Describe different types of selling models.
Understand prospecting and be able to conduct a powerful sales call.
Use a customer-centered selling approach to provide value.
Choose a closing technique to earn the business.
Manage the customer relationship on an ongoing basis.
Develop an action plan to apply new skills

The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity, and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to or considering a move to, a managerial role.

Unit 1: Selling Skills Assessment:

Sales Competency Model
Behaviors, Characteristics and Skills of a Successful Salesperson

Unit 2: Types of Selling:

Strategic Selling and Buyers Influence
Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
Retail (Face-to-face) Selling
Relationship (Consultative) Selling
SPIN Selling: The SPIN Sales Model
Characteristics of Different Selling Models, Types and Structures

Unit 3: Sales Closing:

Attitude of the Sales Professional
Dealing with Customer Objections
Various Closing Techniques
The Feel Felt Found Approach
Strategies to Respond to Common New Business Objections.

Unit 4: Relationship Management (Partnering with Customers)

Technologies or Methods for Maintaining Customer Information CRM
Strategies to Maintain Communication with a Customer
Customer Marketing Pyramid
Relationship Marketing
Consultative Selling
Life Time Value of a Customer (LTV)
Conflict Handling

Unit 5: Sales Win-Win Negotiations:

The Phases of Sales Negotiations
The Harvard Model Applied to Sales Negotiation
The Art of Bargaining and Concessions Handling

Unit 6: NLP and Emotional Intelligence in Selling:

What is NLP?
Implications for Marketers, Sales Advertising People
Hypnotic Marketing and Hypnotic State Inducing Vocabulary
Mind Reading

Presentation & Slides
Audio Visual Aids
Interactive Discussion
Participatory Exercise
Action Learning
Class Activities
Case Studies
Workshops
Simulation

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy