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الأهداف
· To provide the sales representatives, executives and non-sales managers with the fundamentals of the Professional selling skills and updated techniques in today’s competitive environment
· Help companies in achieving its goals and objectives efficiently with newly recruited sales reps.
· Help companies to have a clear edge over competition through establishing a strong sales infrastructure.
· Help the sales executive linking the sales approach to the marketing activities; hence enabling the companies to have a full competitive approach.
الخطوط العريضة
· Definitions
- Sales
- Different types of selling
· Sales cycles
- Product cycle
- Money cycle
- Importance of the sales man
- Time management for the sales man
- Vital skills for a successful sales man
· The Consultative Selling Cycle
- Preparation for the sales call
- Challenging buyers profiles
- The what’s-in-it for me approach
- Benefits types and customization for the client
- The five key information about the prospect buyer
- The information triangle
- Linking the sales approach to the company’s marketing strategy
- How to maximize the benefit of those information
· The effective communication impact on sales
· Tailoring the different means of communication to ensure an effective sales call
· Introduction of Handling Objections in 5 successful steps
- How to address the different buyers’ concerns
· Introduction to the Persuasive Selling Formats/Techniques (PSF) in five successful steps
· The sales call
· Why some sales men fail in their mission...the “Dos and the Donts”
من ينبغى أن يحضر
· This course is tailored to address the different sales levels; starting from entry level to sales executives and non-sales managers.
· This course is also addressing the tele-sales representatives (with some adjustments)
المدة
5 أيام
