Course Details

Sales personnel serve as a company's link to its customers. The sales rep is the company to many of its customers, and it is the rep who brings back to the company much-needed information about the customer. To be effective in carrying out these roles, salespeople are trained in the methods of analysis and customer management.  It, therefore, follows that for an enterprise to have a bleeding edge sales team in today's highly competitive marketplace  requires a well trained, experienced and effective sales leader..  

Course Outline

  • Sales management and the marketing mix
    • Sales management defined
    • Sales management functions
    • The position of personal selling in the marketing mix
    • The sales competency model
    • Major mistakes sales managers make
  • Planning, strategy and organization
    • Sales planning fundamentals
      • 'SWOT' analysis
      • Formulating sales strategies
      • Sales forecasting techniques
    • Organizing the sales force
      • Structuring and deploying the sales force
      • Territory design, allocation, and management
      • The build-up and breakdown (territory design models)
      • Key account management: best practices
      • Account analysis methods 
  • Sales process management
    • Understanding the psychology of the buyer
    • Characteristics of successful sales people
    • Identifying the components of the sales process
    • Selling 'ASAP'
    • A framework for change in the sales force
    • The customer driven sales force
  • Sales management capstone competencies
    • The recruitment of a sales force
      • Recruiting and staffing of a sales force
      • Determining the number of sales people (models)
    • Training and coaching the sales force
      • Developing and conducting a sales training program
      • The field training process
  • Team leadership and motivation
    • The team development cycle
    • Identifying team roles, strengths and weaknesses
    • Coaching sales people for peak performance
    • The sales coaching process
    • Leadership principles and skills
    • Situational leadership
    • Motivation guidelines and principles
    • The motivation mix
  • Sales performance management
    • The critical importance of setting standards
    • Types of standards
    • Characteristics of an effective appraisal system
    • Criteria for results based evaluations
    • Qualitative and quantitative measures of performance
    • Sales evaluation models.

Designed for both open (Lagos, Abuja, Calabar, Keffi) and In-Plant presentation

John Doe

Professor

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Bachelor

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Naila Naime

Bachelor

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