Sales Management

Aug 21, 22

Sales Management-Operational Segmentation and Targeting

2 Days Training Workshop

Aug 21, 22


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:

  • Operational Segmentation and targeting
    • The issue and the result
    • Targeting is critical
    • Usage of segmentation
    • Operational Segmentation and Targeting
    • Creating a segment
    • Populate, segment, and validate the segment
    • Target, action plan and execute
    • Monitor and sustain
    • Case study ……

    Strategic Selling 

    • How people buy?? AIDA model and promotional matrix
    • Selling skills initial module.
    • The role of sales Manager
    • Objectives
    • 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

Target Audience:

  • Sales Directors
  • Sales Managers
  • District/Segment Managers
  • Newly hired/promoted Sales Management

Date: 21, 22 Aug 2019

Duration: 2 Days workshop

Location: Ramses Hilton Hotel