Program Objectives
At the end of the course, participants will be able to:
- Understand the concepts, attitudes, techniques, and approaches required for effective decision making in the Sales management
- Develop skills critical for generating, evaluating, and selecting sales strategies
- Appreciate the various sales management practices to make effective decisions
What You Will Learn
- Introduction to Professional Sales Management
- The Professional Selling Process
- SPIN Selling
- Sales Force Talent Management
- Salesforce Compensation
- Sales Budgeting, Target Setting and Forecasting
- Sales Force Systems
- Sales Force Automation
- Sales Force Effectiveness
- Customer Relationship Management
- Key Account Management
- Ethical Selling
- Sales Leadership
- Right Message- Right Customer-Right Manner-Right Relationships
Key Benefits
- Understand key concepts of Sales Management
- Role of the Sales Manager, Organizational Strategies, and the Sales
- Function
- Professional Selling Process
- Profiling, Recruiting and Developing, Delivering, and Reinforcing a Sales
- Training Program
- Sales Force structure, Field Organization of the Sales Department, Centralization versus Decentralization in Sale Force Management
- Sales force effectiveness
- Customer Relationships and Key Account Management
- Motivating the Sales Force, Dimensions of sales force motivation, Financial rewards, Sales meetings
- Ethical issues in selling with understanding of social responsibilities in business context
Who Should Attend
The program is intended for the following:
- Sales executives from FMCG, consumer durables, industrial, financial
services, pharmaceuticals, and IT/knowledge sectors - Marketing and commercial managers who are responsible for revenues
and field level sales operations - Retail and category managers
- CEOs of small and medium enterprises