some of our training

Sales Management Training

Purpose:

To provide marketing and sales managers with the necessary knowledge and skills to assist the sales team

 


Outcomes:              

 At the end of the programme, participants will be able to:

 

·      Differentiate between marketing and selling

·      Understand the role of sales management

·      Identify the attributes of a sales manager

·      Understand the business environment

·      Understand and set sales goals and targets

·      Determine sales potential

·      Understand sales forecasting

·      Draw up comprehensive sales budgets

·      Understand individual sales potential

·      Motivate sales team using motivational techniques

·      Allocate sales territories/targets

·      Delegate effectively

·      Create accurate job descriptions

·      Select the right sales people for the job

·      Measure and evaluate sales productivity and individual performance

·      Provide sales incentives and rewards

·      Train in selling techniques

·      Provide ongoing support to the sales team

·      Conduct productive sales meetings

 


Content:

 

Introduction to sales management

·      Definition of sales management

·      Understanding the function of sales management

·      Strategic role of sales management function

·      Difference between sales and marketing

·      Sales management as an element of marketing management

·      Attributes of a sales manager

Sales Planning: Target market selection

·      Understanding the business environment

·      Creating a sales vision and mission

·      Setting sales objectives

·      Target market selection

·      Developing the marketing mix

-          product/service strategy

-          product positioning

-          pricing and delivery

-          promotion

Sales Planning: Determining sales potential

·      Measuring market demand

·      Estimating market demand

·      Estimating actual sales and market share

·      Sales coverage results (tangible and intangible)

Sales Planning: Sales forecasting

·      Sales forecasting processes

·      Factors influencing forecasting

·      Forecasting techniques

Sales Planning: Sales plans and budgets

·      Outline of action plans

·      Assessing sales

·      Identifying selling expenses

·      Checklist for sales manager

·      Financial ratios

·      Sales budgets for promotions

·      Target profit plans

·      Detailed actions plans

Sales Planning: Organising sales staff

·      Characteristics of an effective sales function

·      Line and staff functions

·      Understanding salespeople

·      Assessing sales employee capabilities

·      Sales territory allocation and management

·      Size of sales team

·      Sales team dynamics

Management of sales force

·      Characteristics of managing a sales force

·      Delegation skills

·      Interpersonal skills

·      Motivational techniques

Recruitment and selection

·      Job analysis and descriptions

·      Recruitment procedures

·      Conducting a job interview

·      Career development

Measuring productivity and performance

·      Client measurement priorities

·      Productivity measurement

·      Measuring and defining performance

Compensation, evaluation and reward

·      Purpose of performance evaluation

·      Performance measurement criteria

·      Evaluation principles

·      Rewards and incentives

·      Recognising individual performance

Sales training

·      Importance of sales training

·      Sales training process

·      Centralised vs decentralised training

·      Application of presentation techniques

Communication and sales meetings

·      Communication process

·      Communication barriers

·      Techniques for written communication

·      Managing sales meetings

·      Creating an agenda

·      Encouraging participation

 


Critical Cross-field Outcomes:

 

The ability to:

·         Collect, evaluate, organise and critically analyse information related to the measurement of customer satisfaction and key performance areas

·         Communicate effectively with customers when obtaining feedback and with sales team when giving feedback on their performance

·         Work effectively with others when monitoring the handling of customers by sales team

·         Identify and solve problems related to customer satisfaction and the performance of sales team regarding their key performance areas

·         In order to contribute to the full personal development of each learner and the social and economic development of society at large, it is the intention underlying this programme of learning to make an individual aware of the importance of being culturally sensitive across a range of social context while handling customers and work colleagues

 

 


Programme Duration:

  • 3-day workshop


For pricing, scheduling, or to request a detailed course outline, please contact us today and empower your team to solve the challenges of tomorrow.