Managing Sales

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:
• Identifying opportunity
• 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

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Modular - 61 hours of learning, self-study and personal analysis

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Up to 12

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning