ADVANCED SALES OPERATIONS MANAGEMENT
Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Course Contents
DAY ONE
Sales Operations Responsibilities for Distribution
- Distributors profiling
- Distributors service level management
- Active vs Inactive distributors
Customers Database Management
- Distributors assessments and selection
- Distributors contracts renewal
- Distributors regular Statements of Account
- Rebates management
- Distribution and Retail Infrastructure management
- Issues resolution arising from distribution/delivery
DAY TWO
Field Force Tracking and Management
- Field sales routes potential, strategy and tracking
- Field-force expenses
- Sales vehicles management and tracking
- Maintenance and fuel controls
- Sales Promotions infrastructure
Collation of Sales Reports
- Invoices
- Daily monitoring of sales trends
- Sales reconciliation
- Field performance reports
Revenue Integrity Analysis
- Daily Sales cash inflows
- Daily Credit sales
- Credit Notes and Chargebacks
- Prevention of losses
DAY THREE
Sales Negotiation Skills
- Rules of Commercial Negotiation
- No negotiation when selling is unsure
- Increase level of customer needs first
- Concession strategies.
- Common Negotiation Tactics
- Bogey
- Good guy, Bad guy
- Nibbling
- Crunch.