We recognise that not
everyone wants or needs to go down the route of a tailored training solution, you may:
- Want to create a shared base line or starting point for all sales people.
- Create a common sales language.
- Or have people new to sales or this sales role.
we offer off the shelf courses that are competence based, tried and tested. They represent countless person hours in design and delivery to hundreds of sales people and sales managers over the last 20 years. For many customers they act as a starting point to create a shared view of the sales landscape.
All courses are highly participative and where appropriate include the use of video, case studies, short form exercises and discussion.
Listed below are the core courses followed by additional supporting modules.
Managing the Sales Force
The role of the sales manager, business planning & systems management, Leading people, recruitment, training, coaching skills and behaviours.
Introduction to channel management
The role of the channel manager, territory planning and forecasting, leading an indirect sales force, coaching skills.
What is account management what it is not? Prioritizing your portfolio, consultative selling skills, developing an account plan, understanding procurement. Creating customer value.
Value based selling
An introduction to consultative selling, understanding customer value, preparing for the sales call, understanding the sales process, the questioning strategy, handling resistance, closing the sales.
What is negotiation what is it not, defining your negotiating position, trading and understanding value, how to prepare, tactics for handling conflict, developing consensus, closing a negotiation.
To go beyond looking at course titles please call Shekhar on +44 1934 843 575 for more information or contact us.