Introduction-Management of Field Sales.
Lecture 01 - Introduction to Management of Field Sales.
Lecture 02 - Sales Role and Activities.
Lecture 03- Value added selling and Non Verbal Messages.
Lecture 04 - Communication Styles in Field Sales.
Lecture 05 - Managing Product Life cycle.
Lecture 06 - From Product To Benefit.
Lecture 07 - The Sales Process.
Lecture 08 - Prospecting.
Lecture 09 - From Prospecting to Preparing the Sales Call.
Lecture 10 - The Buying Process.
Lecture 11 - Approaching the Customer with Adaptive Selling.
Lecture 12 - Interactive Sales Presentation.
Lecture 13 - Consultative Questioning Strategy.
Lecture 14 - Account Evaluation - Long Term Approach.
Lecture 15 - Negotiating Buyer Concerns.
Lecture 16 - Sales Force Structure.
Lecture 17 - Leading the Sales Force.
Lecture 18- Sales Force Motivation.
Lecture 19 - Forecasting Sales and Developing Budgets.noc19-mg27 Lecture 20 - Understanding Sales Analytics.
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Description
COURSE OUTLINE: This is a post-graduate level course on Sales Management. The objective of the course is to familiarize the participants with methods for identifying opportunities and how to convert the opportunities into relationship-based sales. Participants will be provided with practical illustrations of theoretical concepts. After attending the course participants will be familiar with various techniques, processes and models for developing personal selling competency as well as the strategies for managing the field sales teams.
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