MARKETING
& SALES
Are you satisfied with your sales force's productivity and profitability? Have your sales people been trained to be productive and profitable? Giving your sales people the skills they need for success will lead to success for your organisation (and ultimately for you, too). Welcome
to the new paradigm of selling. This 3-day programme is designed to upgrade
the selling and communication skills of sales people involved in face-to-face
selling situation. It emphasises on the marketing approach to selling (or
funnel approach) which focuses on the customers’ buying cycle (instead of the
selling cycle) resulting in satisfied long term customers and clients. Given
today’s increased competition, complex environment and sophisticated buyers,
organisations need to develop the culture of being close to their customers
and build trust-relationship with them. Sales personnel will look and BE more
professional and smarter. This programme also covers using successful attitudes, selling systematically, pinpointing prospects, presenting products and services, closing sales, resolving objections, holding onto existing customers, and honoring sales commitments. |
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Objectives
Upon completion of this programme, you will be able to: ·
Improve
sales performance ·
Sharpen the
professionalism of sales people ·
Hone
existing skills and develop new skills ·
Build
long-term and profitable relationship with the customer ·
Develop
trust and understanding with the customer ·
Differentiate
a salesperson from his or her competition · Cope with today’s tougher and changing marketplace and develop yourself as a professional · Simply, enjoy selling Who Should Attend ·
This programme is ideal for a wide variety of sales forces and sales
people as it covers the principles that are common to all: o
consumer sales o
business-to-business sales o
retail sales o
wholesale sales o
new sales people o
experienced sales people o
any product o
any service o
all sales forces and sales people seeking success · Executives, Managers, Entrepreneurs and CEOs who sell ideas to people are encouraged to attend |
Learning Outcome At the end of this programme, you will have gained the following knowledge and learning:
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Programme Outline Day 1 ·
Roles of Sales People ·
Attitudes of Successful Sales People ·
Creativity in Selling ·
How Selling complements the Marketing Process ·
Effective Prospecting and Time-Management ·
Sales Forecasting and Prioritisation ·
Prospecting, Qualifying and Making Appointments ·
Traditional Selling and Relationship Selling ·
Selling Cycle and Buying Cycle ·
WWWWH of Selling ·
Driving Principles of Smart Selling ·
Opening Sales Calls ·
Concluding Sales Calls and Moving Forward Day 2 ·
Connecting and Rapport ·
Probing and Questioning Skills ·
Exercises on Questioning and Listening ·
Exploring and Understanding Needs ·
Uncovering Needs and Consequences ·
Identify Gaps and Benefits ·
Exercises of Bridging Gaps ·
Evaluate Alternatives and Options ·
Modelling Top Sales People |
Day 3 ·
Preparing Value Proposition ·
How to effectively present the proposal ·
Using Language of Influence ·
Handling Objections ·
Closing The Sale ·
Negotiating Skills ·
Sales Management Creed ·
Trust, Self-esteem, Courage, Risk-taking, Responsibility, Respect ·
After-sales
Service and Customer Service Training
Facilitator
Simon
Soh, MMIM, MIM-CPT
Dip. In Production Engineering (Dist.) (Singapore
Polytechnic, S’pore), Dip. In Management Programme (MIM), Grad. Dip. In Marketing (CIM, UK), MBA (Cranfield School of Management, UK) |
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Administrative Details Fees: MIM Member: RM1,500 Non-Member: RM1,800 Duration: 3 days Time: 9:00 a.m. – 5:30 p.m. Venue: MIM Management House Kuala Lumpur Dates: · 23-25 February 2009 · 19-21 May 2009 · 3-5 August 2009 · 18-20 November 2009 |
PSMB Scheme:
SMIDEC SME Skills
Upgrading Programme:
(Early bird and group discounts are not applicable
for those who apply for programmes under this training grant.) CPD Hours:
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