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4. Sales & Marketing Skills
Sales Training
6. Key Account Management      
5. Field Sales Training
       
Content
       
  Course Aims & Objectives  
  Course Overview  
  1. Territory Management  
  2. Field Sales Skills  
  3. Prioritising Workloads & Accounts
  4. Time Management  
  5. Presenting the sales offering  
  6. Sales presentation skills and  
    stages in the sales process  
  7. The alternative close  
  8. Follow-up and Key Account  
    Management
    ....more   

About the Course
Covering a sales territory and maximising sales  
from a specific area is a key sales skill. The  
rising cost of a personal, face to face sales call  
has necessitated a reappraisal of the way in  
which sales executives and sales managers  
interact and deal with customers.  
   
A high proportion of time is spent traveling to c  
lients and this course explores ways you can  
maximise the use of your time while at the same  
time strengthen customer relationships and  
increase sales in your territory. Ideally suited  
for individuals entering field sales for the first  
time and for sales executives who wish to improve their existing territory sales skills
so that they truly are making the most from their limited time.
 
Course Aims & Objectives
The aim of the course is to improve your sales skills and will learn new ways to
develop, penetrate and increase sales in a particular territory. Sales is a process of
developing customer relationships, identifying customer requirements, communicating
and matching the benefits of your offer specifically to customers needs. You will learn
techniques to open calls, present your offer more professionally, handle objections,
manage difficult customers and will gain important insights in closing a sale and
retaining business. This course examines your present workload to cover a geographic
territory and will suggest new ways to save time and gain the most from your working
day. New ways of organizing your day such as the call plan system will be introduced
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and other proven sales approaches will be examined and tested against your own daily routine. The outcome of this course is that you will acquire new sales skills and new territory planning skills to achieve your objectives so that you can enjoy increased job satisfaction and rewards.

Field Sales Training - Course Overview

  • Territory Management
  • Field Sales Skills
  • Prioritising Workloads & Accounts
  • Time Management
  • Identifying and targeting new business
  • Exploiting new areas of opportunity
  • Defining call objectives and Call Planning
  • Prospecting and Business development
  • Sales presentation skills and stages in the sales process
  • Gaining the Attention of the Customer
  • Opening the Call, Communications skills in telephone sales
  • Use communication techniques to identify customer needs
  • Presenting the sales offering
  • Buyer Motivations, Matching Product benefits to Customer Needs
  • Handling customer objections effectively
  • Dealing with Difficult customers on the phone
  • Using products to solve clients problems
  • Closing the sale in a professional manner
  • The alternative close, the assumptive close and minor point close
  • Gaining your customers commitment
  • After the sale – building customer relations to ensure repeat business
  • Follow-up and Key Account Management

Methodology
After a process of group discussions, problem analysis, case studies, role-play, each participant receives a course certificate.

Duration and Cost
The Field Sales training two day course can be run on a one-to one basis and costs 1180.00 Euro or on a group basis at 780Euro per delegate.

Scheduled Dates 2007/2008
Aug, Sept, Oct, Nov, Dec 07.
Jan, March, April 08.

    
                   
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