Managing the Sales Force

Introduction:

In today’s competitive market, achieving superior sales results is a formidable challenge. To thrive, companies must implement a modern sales force management system and invest significantly in training their sales management personnel. The Managing the Sales Force Course addresses these needs by equipping frontline sales managers with essential knowledge, skills, and tools to enhance bottom-line performance. This strategic course focuses on developing organizational structures, forecasting, and other critical competencies to drive sales performance and business growth.

Objectives:

Upon completing the Managing the Sales Force course, participants will be able to:

• Recognize the attitudes and skills of successful salespeople.
• Explain various selling approaches.
• Prospect effectively and conduct powerful sales calls.
• Apply customer-centered selling techniques.
• Employ techniques for closing sales.
• Manage post-sales activities efficiently.
• Develop an action plan to apply newly acquired skills.

Training Methodology:

• Moderated Forums
• Analytical Tools
• Role Play
• Seminars
• Management Games

Course Outline:

Unit 1: Selling Skills Assessment

• Framework of sales competency model.
• Essential behaviors, characteristics, and skills of successful salespeople.

Unit 2: Types of Selling

• Selling strategies and buyer influences.
• Calendar application for sales activities and sales funnel building.
• Retail (face-to-face) selling.
• Relationship-based selling (Consultative selling).
• SPIN Selling and the SPINE model.
• Characteristics of various selling models.

Unit 3: Sales Completion

• Attitudes of sales employees.
• Responses to customer objections.
• Techniques for closing sales.
• Feel-felt-found method.
• Responses to common new business objections.

Unit 4: Relationship Management (Partnering with Customers)

• CRM technologies for customer information management.
• Maintaining customer contact.
• Customer chain marketing pyramid.
• Relationship marketing strategies.
• Consultative sales.
• Customer Lifetime Value (CLTV).
• Conflict resolution strategies.

Unit 5: Sales Win-Win Talks

• Stages and phases of sales talks.
• Award approach to booking sales.
• Negotiation process and concessions.

Unit 6: NLP and Emotional Intelligence in Selling

• Definition of NLP.
• Implications for marketing and sales.
• Use of persuasive marketing vocabulary.
• Techniques for influencing and understanding customer behavior.