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 Basic Selling Skills
The
programme provides the basic skills required for
successful selling in a competitive market. The program
emphasizes on the key skills of canvassing, probing,
making presentations, handling objections, overcoming
price problems, and closing.
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Advanced Selling Skills
The
programme enables a salesperson to develop a
target-oriented approach. It trains a salesperson to
plan for achieving the target. The programme provides
key skills like developing territory, effective business
communication, making better presentations, and
servicing the customer effectively.
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Sales Negotiation
Skills
The
programme provides a framework for conducting
business-to-business negotiations from the seller's
perspective. "Win-win" outcomes are emphasized through
building power, use of tactical responses and
demand-concession techniques.
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Successful Retail
Selling
Selling through retail network is not just about
dumping your material in the outlets. It might have
worked once, but the rules of the game have changed
today.
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Key Account Management
The
programme is targeted towards senior salespeople and
deals with the complexities of selling to large
accounts. Participants experience the decision-making
process from the customer's point of view - providing
significant insights into the role system suppliers can
play in a client's strategic plan.
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Government Sales
Strategies
The
programme is specially designed for sales
representatives who sell to this specialized market. It
adds insight into the Government budgetary and
procurement processes as well as market penetration
strategies.
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Managing for
Performance
This
program is designed to provide the first time sales
managers with skills and focus necessary for success in
today's selling environment. It emphasizes on techniques
for leadership and organisation management, setting and
achieving performance goals, coaching and team building.
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Time Management
The
programme deals with the practical aspects of time
management problems of every sales manager and provides
time-tested techniques of dealing with the problem.
Emphasizes on the time tested and effective ways of
organizing, delegating, conducting meetings, and
striking the right balance between career and personal
priorities.
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Retaining
Customers
This
programme provides the necessary knowledge and skills
for not only winning but retaining customers for life.
It shows how to improve all aspects of winning,
servicing and keeping customers. The programme also
deals with how managers can keep their team committed
and oriented towards retaining customers.
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Managing
Client Relations
This
programme focuses on understanding different customer
behaviors and communication styles, and dealing more
productively with customers in face-to-face
interactions. The goals of "win-win" problem solving and
becoming a value-added resource to one's customers are
highlighted.
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