Various training programs in sales Management

For beginners

  1. Basic selling skills:   Half day workshop where trainees are made aware of basic selling skills like
    • Why customer buys
    • How to attract customer
    • How to increase customer desire
    • How to close the call
  2. Selling skills B2C (consumer products through channel of distribution): Full day workshop where the trainees are exposed to steps of call in professional selling. The focus is on selling the desired quantity rather than only productivity.  This program is extendable to eight days for detailed inputs on each and every aspect of steps of selling.
  3. Selling skills B2B (for industrial and services marketing):Full day workshop where the trainees are exposed to steps of call in professional selling. The focus is on long term association through relationship building and selling range of services and products rather than only productivity.  This program is extendable to six days for detailed inputs on each and every aspect of steps of selling especially Prospecting, Negotiating and Order Processing.

For middle level managers/executives

  1. Territory planning: One day fulltime program for B2B (industrial & services) and B2C (consumer products through distribution channel). The program covers
    • Economy of coverage through proper travel plans
    • Coverage to all customers
    • Avoiding conflicts of credit for sales between sales staff
    • Equal workloads to all
    • Actual help to prepare PJP (planned journey programs)
  2. Monitoring sales force through control formats: 2-3 full days program covering following aspects ( full day programs for individual aspects can also be taken)
    • Deciding KRAs (key result areas)
    • Designing/modifying reporting control formats
    • Surprise checks/back checking of reports and work
    • Developing direct contacts with channel partners (both B2B and B2C)
    • Conducting various types of sales meetings
    • Conducting monthly/JC meeting and target settings
    • Time management
    • Listening skills and impartiality
    • Motivating staff and team building
    • Developing training needs
    • Counseling and reprimand
  3. Attending sales meeting with seniors: 2-3 full days program covering following aspects ( full day programs for individual aspects can also be taken)
    • Reporting the achievements of area
    • Developing and forwarding promotional proposals for the area
    • Negotiating targets
    • Presentation skills

For Senior level managers

senior management level programs are tailor made as per the requirement of individual companies. Common programs are

  • Time management
  • Motivational skills
  • Excellence in working
  • Controlling sales staff
  • Delegation and developmental activities
  • Team building
  • Budgeting and target planning
  • Manpower planning
  • Controlling expenses
  • Avoiding conflicts between people
  • Planning logistics and distribution channels
  • Planning and executing sales promotions