Sales Management (2 day course)
Training Description
What is Sales Management? The course discovers how this fits into the organisational framework. More in depth than the one-day course, this two-day interactive course covers how to develop your sales strategy process, identifying and building your sales team, concepts of value in sales management, and drivers of competitive advantage.The Course Suits
Sales managers wishing to hone their management skills and improve their sales quality, marketing and customer care strategies.Training Benefits
- To understand the importance of customer care in a sales environment
- How to develop & maintain a prospect system
- How to unlock profit growth through an effective marketing strategy
- How to implement a sales quality process
Course Timetable
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
© PTP/310
Sales Management (2 day course) training course available to book:
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
- Agree targets and objectives
- Organise appointments and travelling
- Plan and prioritise daily
- Developing existing customers
- Find profitable new customers
- Know your products and markets
- Monitor and manage performance
- Master your paperwork
- Get more from your meetings
- Managing your own development
Part Three - System.
- Peter Green formed his own sales and management development consultancy in 1989. Previously, he had worked for J Bibby and the Hallmark Cards Group in sales, training and development, personnel and marketing services, up to European management and director level. One of the first Chartered Marketers, he is past Chairman of the Sales Training Association, a member of the Institute of Management, a Fellow of the Institute of Personnel and Development and an Investors in People adviser.
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.
Please note that books will not be delivered unless they are paid for in advance this can be done by credit card on the website or by posting a cheque.
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