Advanced Selling Skills

Course details

The pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel.
This programme takes experienced sales managers to the next level and maximizes sales force performance.
On successful completion of the course participants will be able to:

• Assess your knowledge and skills and plan to develop them.
• Prepare job descriptions and person profiles for selling roles.
• Carry out recruitment interviews and administer the recruitment process.
• Conduct effective field assessments.
• Carry out appraisal interviews.
• Plan the activities of your team to make best use of available selling time and maximise effectiveness in face-to-face selling.
• Plan and run effective sales meetings.

Course Content
Overview

• The future of roles of Sales, Marketing and Customer Service.
• Step by Step development of Sales Strategy
• The Sales Management Role
• Sales Force Design
• Targeting segments through differentiation of Customer Approach.
• The major challenges sales organization expect in the next 10 years
• Training, coaching and skills development
• Designing Metrics Dashboard for the Sales Organization
• How the past and future challenges affect the selling process.
• The Value Proposition
• Sales force motivation
• Individual appraisal process
• Sales force types, roles and pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel.
  This programme takes experienced sales managers to the next level and maximizes sales force performance.
  On successful completion of the course participants will be able to:
• Assess your knowledge and skills and plan to develop them.
• Prepare job descriptions and person profiles for selling roles.
• Carry out recruitment interviews and administer the recruitment process.
• Conduct effective field assessments.
• Carry out appraisal interviews.
• Plan the activities of your team to make best use of available selling time and maximise effectiveness in face-to-face selling.
• Plan and run effective sales meetings.
• Course Content
  Overview
• The future of roles of Sales, Marketing and Customer Service.
• Step by Step development of Sales Strategy
• The Sales Management Role
• Sales Force Design
• Targeting segments through differentiation of Customer Approach.
• The major challenges sales organization expect in the next 10 years
• Training, coaching and skills development
• Designing Metrics Dashboard for the Sales Organization
• How the past and future challenges affect the selling process.
• The Value Proposition
• Sales force motivation
• Individual appraisal process
• Sales force types, roles and activities.

Updated on 22 January, 2018