Programme Outline |
Module 1 – Managing the Business
This Module provides an in-depth introduction to the planning and organisation of sales territory activities:
- Setting personal and business goals
- Identifying opportunities in a sales territory
- Producing an account development plan
- Managing time effectively
Module 2 – Identifying & Creating Value
In this Module we focus on the sales proposition to the market:
- Understanding the full sales proposition in relation to its competitors
- Creating value from the proposition and communicating it to customers
- Communicating with customers:
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- Presenting credentials
- Fact finding
- Clarifying and agreeing customer’s requirements
Module 3 – Selling the Value
This Module focuses on personal communication and influencing skills:
- Personal influence in selling
- Push-pull styles
- Understanding behaviour – transactional analysis
- Using and reading body language
Module 4 – Winning the Business
This Module focuses the final stages of managing sales and covers:
- Dealing with obstacles and objections during the sales process
- The negotiation to win the sale
- Closing orders
- Putting the programme into action
The Managing Sales Programme consists of 61 learning hours assisted by our ILM approved trainers
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The Righttrack Managing Sales Programme is aimed at both Sales Executives and Managers. It progressively provides an understanding of the key knowledge and skills required to be successful in today's sales market.