Description
This interactive workshop is tailored for sales professionals who had worked for sales, for not less than 2 years, it help them to put their sales strategies, plans, time management, sales forecasting, account managing…etc, and to develop more business into existing clients.
Designed for:
- Experienced sales professionals interested in increasing their sales skill.
- Account managers
- Business to Business sales people
Duration:20 hours
By the end of this course, learners will be able to:
- Develop a creative, structured and value generating account plan
- Manage your business relationships to increase your business
- Understand how to develop a planned approach to increasing business
- Effective time Management
- Complete key documentation that supports account development
Contents
- Quality of a professional sales person
- Market analysis
- Putting Strategies and planning
- Cycle of selling and buying
- Facilitative Selling
- Group selling strategies
- Sales techniques for group presentation
- Managing key accounts
- Research for account organization, it’s structure, and key persons
- SWOT analysis
- Understand the market and where can you fit in
- Learn to Win-Win negotiations with single or multiple contacts
- The Proposal, presentations, buying signals and closing the sale
- Apply added value to reduce the needs for price cutting
- Maintaining key account relationship
- Increase profitability of sales hours
- Financial justification to ensure that large deals make large profits
- Making a business plan
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