Whatever your current understanding of sales, from more to major, this essential workshop should provide interesting concept, tools, techniques, and strategies that should ensure that you have a good grade of what sales management is and how to use sales to massively improve your business.  On completion of this workshop the participants will:

• Understand sales roles and responsibilities
• Be familiar with the elements of sales planning process
• Adopt appropriate sales negotiation techniques
• Manage total sales effects and customer –making information.

CONTENT:

*Sales Roles and Process

· Sales management’s distinct roles and responsibilities

· Types of sales

· Common sales approaches

· Sales –mix strategy

*Sales Planning and Preparation

· Reason for existence

· Assessing market opportunity

· Market analysis and positioning

· Competitive analysis and positioning

· Building sales life- cycle

*Knowing your Competition

· Sales negotiation techniques

· Determinants of customer delivery value

· Sales engagement

· Sales closure

· Sales delivery and follow –up

*Managing Total Sales Efforts

· Managing customer – marketing

· Sales database

*Sales Projects, Planning, Budgeting and Control

. Customer relationship and management realities

· Activity listing and recording

· Project scheduling

· Risk planning

· Quality control

· Closing and reporting

FOR WHOM:

Customer Service Managers/Staff, Sales Representatives, Admin Managers/Officers, Marketers, Supervisors, Team Leaders in various segments of the organization in both the Public and Private Sectors.   

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.