Professional Sales Management Skills

OBJECTIVES:

This course will empower participants with the knowledge, skills and attitudes required for understanding the concept and applying the practice of professional sales management.

This course brings together these elements to help you succeed in selling into the boardroom.

1. Long term motivation and drive to succeed
2. Inspiration to step out of the "comfort zone" and take well calculated risks to accomplish higher earnings
3. Skills required to sell with confidence
4. Action plan designed to save time and streamline sales activities

WHO SHOULD ATTEND?

Senior sales and marketing personnel, and those responsible for strategic decision making, fro senior managers to CEO's.  Suitable for delegates both from the private sector.

PROGRAM TOPICS:

• Defining the salesv manager's role
• Recruiting, selecting, motivating, appraising, training andv leading a. sales team
• Conducting effective sales calls: planning,v appearance and handling
• Applying competitor and market positio0ningv techniques
• Understanding the fundamentals of territory 'management,
• Conducting effective sales calls: planning appearance and handling.
• Defining the sales manager’s role
• Recruiting selecting appraising training and leading a slews team
• Developing successful sales force plans
• Defining the customer segmentation and suspecting methods of prospecting and methods of qualifying a prospect
• Understanding and using the techniques of competitor and marketv positioning.
• Understanding the fundamentals of territory management
• Motivating the slaws team
• What is strategy?
• Strategic marketing and planning in the corporate context
• What business are we in
• Drivers of change
• Stakeholders "interest" in strategy

WORKSHOP STYLE

This will be a participative workshop with a mix of interactive learning sessions, exercises and discussions aimed to provide maximum impact and learning retention for all delegates.