(Available also for Customised Training by Duration, Venue & Fee)
The Traits
1. Sales Competence
2. Commercial Knowledge
3. Business Development Capabilities
4. Bidding and Tendering
5. Application of Excel in Sales
6. Use of Digital Media
7. Presentation Skills.
Course Contents
DAY ONE
Sales Competence
• Personal traits:
o external focus
o internal focus
o flexibility
o self control
• The 80% salesperson's handicap
• Success aspirations
• Mastering cost-value balance
• Handling resistance:
o if it's a doubt
o if it's a misunderstanding
o if it's real
• The A-B-C of sale closing
• Building customer relationships that endure
o 3A = 3P
o open lines of communication
o mastering customer equity
• Focusing on metrics that matter
• The salesperson's Force-Field analysis.
DAY TWO
Business Development Process
• What is trending - spot development potentials
• Build a credible market position
• Track individual contributors for commercial accomplishments
• Bidding and Tendering
• Write business proposals
• Negotiate successfully.
Commercial Knowledge
• Cash sales and cash flow
• Business growth
• Pricing power
• Margin and profit
• Revenue Generation - Focus on what makes the business Money.
DAY THREE
Application of Excel in Sales
• Understanding Spreadsheet
• The Menus
o A snapshot
o Home Menu
o Insert Menu
o Page Layout Menu
o Formulas Menu
o Data Menu
o Review Menu
o View Menu
• How Excel Handles What You Type
o Data in Excel
• How Are Charts Made
o Column Chart
o Line Chart
o Pie Chart
o Bar Chart
• Sorting and Filtering for Report Making
o Sorting
o Filtering
• Freezing Panes for Report Viewing.
DAY FOUR
Use of Digital Media
• The Digital Marketing Platform
o What really is digital marketing?
o Digital marketing vs Traditional marketing
o Recent trends in the global business and marketing world
o The components of Digital Marketing
• Social Media Marketing
o Social Media fundamentals
 What really is social media?
 How did the social media come about?
 How does the social media work?
 What are the current global trends for businesses?
DAY FIVE
Business Pitch and Presentation
• Sales presentation
• proposals presentation
• reports presentation
• technical lecture
• motivational speaking.
