DAY 1
09:30 - 09:45 Coffee & Course Objectives
09:45 - 10:45 What is Sales Management? How Does it Fit Into the Organisational Framework?
11:00 - 12:00 Developing Your Sales Strategy Process
12:00 - 12:45 Identifying and Building Your Sales Team
12:45 - 13:45 Lunch
13:45 - 15:00 Concepts of Value In Sales Management
15:00 - 15:45 Drivers of Competitive Advantage in Sales Management
15:45 - 16:30 Developing an Optimal Sales Management Information Database. (Exploiting technology opportunities)
16:30 - 16:45 Day And Course Review/Close
DAY 2
09:00 - 09:15 Day 1 Recap/ Introduction to Day 2
09:15 - 10:45 Identifying and Building Your Client Target Market
11:00 - 12:45 The Role of Marketing and Distribution in Sales (Market/Segment Research Developing Marketing Strategies Product Development and Management Pricing Distribution and Productivity. The Economics of Marketing and Sales.)
12:45 - 13:45 Lunch
13:45 - 15:00 Introducing a Sales Quality Process
15:00 - 16:30 Countering Competition/ Risk Management In Sales
16:30 Summary and Action Plans Agreed
Description:
The high cost of deploying sales people means effectiveness is a key business issue. This book provides a set of simple, practical, proven, award-winning techniques based on published and private research on the needs of today's sales force and the successful sales management system developed by Professor John Adair.
User's overview
Introduction
Part One - Philosophy
Part Two - Framework
Part Three - System.
The contents of this book are based on the ideas and techniques which enabled him to be the first winner of a national sales management excellence award.
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