Advanced selling skills
Designed for:
Experienced Sales Managers and Area Sales Managers.
Objectives:
- To learn and experiment about the role of a Sales Manager and the value creation of the Sales Manager in achieving objectives of the organisation
- To expose participants to different phases of Customer Management and use of channel, category and trade marketing to drive Customer Management techniques and the skills required to recruit, train, and coach a Field Sales Team.
Duration: 4 to 5 days
Programme content:
- Route to market strategies
- Advanced selling and negotiation skills
- Customer typology, key account and distributor management
- Outlet mapping and coverage strategy
- Trade channel structures and strategies
- Point of sale/point of purchase promotions
- Trade Marketing and finance for non-financials
- Management of Sales people
Learning Methods:
Teaching, lectures, self-study, tests, exercises, video role-play, group work, discussions and individual coaching.
Venue: Regionally and Locally
Language: English / French / Spanish / Mandarin / Russian, other languages upon request
Group size: Minimum 8 participants, maximum 15 participants.
Organized by: HRBoosters trainers and, if necessary, external consultants.