Curriculum
- 11 Sections
- 84 Lessons
- 2 Days
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- Module 1: Understanding Sales Management9
- 1.0Sales strategy concept
- 1.1Examining basic selling skills
- 1.2Concept of Key account management
- 1.3Relationships management: Importance
- 1.4Delivering exceptional customer service
- 1.5Assisting with Solutions, not Selling
- 1.6Building a Sales Relationship
- 1.7Tools for forecasting needs and achieving results
- 1.8Changing Business Environment
- Module 2: The Science of Selling10
- 5.0Psychology of selling
- 5.1Mind of the seller vs Mind of the buyer
- 5.2Factors influencing buying and selling
- 5.3Moving beyond the price
- 5.4Understanding the buyer
- 5.5Buyer thoughts and emotions: Behavioral Profiling
- 5.6First Impressions and Body Language
- 5.7Sales Questioning Funnel
- 5.8Delight Factor
- 5.9Science of Sales Measurement
- Module 3: Mastering Sales Proposals9
- Module 4: Time and Task Management Skills8
- Module 5: Importance of a Sales Attitude7
- Module 6: Adding Value to Sales8
- 11.0Adding value to your buyers
- 11.1Combining sales with excellent services
- 11.2Cross-selling and up-selling through Customer Satisfaction
- 11.3Building and maintaining long term relationships
- 11.4Gaining Buyer Trust
- 11.5Matching product/service features to buyer needs
- 11.6Creating your personal and organizational brand
- 11.7Dealing with difficult buyers
- Module 7: Preparing Impactful Presentations7
- Module 8: Sales Resistance and Objection Handling8
- Module 9: Closing Sales5
- Module 10: Sales Driven Focus and Goals6
- Module 11: Structuring a Powerful SalesForce7
- 16.0Building a Professional SalesForce
- 16.1Preparing and Setting Standards for High Performance
- 16.2Recruiting the right talent for the right market
- 16.3Sales Best Practices and its Implementation
- 16.4Compensation Programs that drive superior Performance
- 16.5Plan for Turnover and Succession
- 16.6Tips and Techniques for a Powerful SalesForce