English
Arabic
Introduction:
Every moment of every day, sales are happening. This Sales Management course will give you the principles, practices, and tools involved in all aspects of the selling process. By taking the course, you will learn the power of effective communication, acceptable business ethics, strong sales & negotiation techniques, useful presentation approaches, and exceptional customer services. Most importantly, you will learn how to understand and connect with your customers.
Sales Management course covers:
- Selling skills and techniques
- Negotiation Skills
- Exceptional Communications
- Phenomenal Customer Care
- Presentation Skills
- Networking Skills
Who should attend?
For internal and external sales teams or individuals, business owners, and company regional or area managers who want to improve levels of sales success and company growth together with standards of professionalism.
Selling & Negotiation Skills
Is all about you, your style of Leadership and how you can adapt that style to substantially increase your effectiveness in the workplace?
You will gain:
- Learning skills of Negotiation when closing a sale, and the planning and preparation required to be professional and avoid deadlock.
- How to use proven techniques to ensure you find your client base, and how to increase your sales wins.
- The importance of making an impression and influencing people face to face
Content:
- Selling Techniques
- Handling Objections
- AIDA & Integrity Selling
- Closing the sale
- Agreement staircase
- Who are the decision makers?
- Introduction to Negotiation Skills
- Closing the deal
- Planning and Preparing for Negotiation
- Win – Win
- BATNA & WATNA
- Dealing with objections
- Overcoming Deadlock
Customer Services / Care & Communications
Creating Phenomenal Customer Care Standards
Content:
- Developing Customer Relationships
- Understand Basic, Co-operative, Independent, and Integrated relationships
- Developing a Customer Charter using Value Chain Analysis
- Exceed Customer’s expectations
- Quality v. total quality issues
- Handling complaints, and dealing with difficult customers
- Solve the problem before it happens
- How to effectively communicate with your customers.
Presentation & Networking Skills
- Improved Planning and Preparation so you are less likely to be caught out or make a mistake.
- The structure is proven to gain the attention of your audience throughout your Presentation, and provide a professional approach to produce that ‘ POLISHED’ Presentation.
- The importance of making an impression and influencing people in pre and post sales or influencing change internally or externally.
- Improve your body language and style, which will provide you with greater confidence.
Content:
- Structure and the use of questions
- Planning and Preparation
- Structure of introductions
- 3 P’s method
- Control of group
- N.T.R.O
- Handout of props
- Maintaining the audience’s attention
- Summary and Exit
- Structure and use of notes
- Listening Skills
- Visual Aids including PowerPoint
- Verbal Prompts
- Your Style
- Non-Verbal Prompts
- Body Language
- Question Clarification
Networking now has much greater significance than simply a computer or a railway: it is about people, not just systems.
Networking Skills allows business people to:
- Exchange information
- Gaining rapport
- Gain contacts
- Promote their businesses
- Seek new business opportunities
- Meet other like-minded people in a similar situation to themselves
This course will include a video of the CEO presenting on flipchart the key learning points of Sales Management, and key actions to develop in your role and your career. The aim is to greatly increase the learning outcomes.
Measurement of Progress
Each team member completing this course will complete a post questionnaire or test to measure level of understanding. Once a 75% and above success is achieved a successful completion certificate will be generated. Post training reviews will be provided either by a Video Conference or a report depending on the requirements set by the customer, which will monitor progress, and reflect on the learning, and positive feedback.