Strategic Sales Management

Overview:

Managing sales team is probably the most challenging position in any company, and it is require a unique set of
skills. Sales managers need to achieve hard targets of sales, at the same time coaching their teams and motivate them. This workshop will focus on both sales strategies and managing your team.

Workshop Contents:

• How people buy?? AIDA model and promotional matrix
• Selling skills initial module.
• The role of sales manager
• Steps of sales calls
• SMART objectives
• Pre-call planning – Approach – Motives
• Social style matrix
• Management customer expectations and adaptive behavior
• Personalizing benefits
• Handling responses
• Getting commitment / orders and follow up actions / closing commitment
• Selling styles