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Barry Thorogood - Managing Director

On the summit of Tryfan









Job Role:





Content Pages

Sales and Marketing

Introduction:

The Sales Force is the lifeblood of the Company. A highly motivated top scoring Sales Team is essential to the success of the organisation. Without sales a Company dies. When choosing and training salespeople we need to concentrate on 4 areas:
• Skills
• Knowledge
• Activity Rate
• Attitude
Salespeople are in the front line; they are at once your commandos and your ambassadors. Their standards are those by which your clients judge your organisation. Yet many companies inadequately prepare their sales force for this task. Make sure your people are prepared in a competitive world.

Aim:

To drastically improve the sales capability of all who attend

Target Audience:

Anyone in sales who would benefit from training in sales process. Newly appointed salespeople will get up to speed far more quickly. Experienced salespeople will benefit from and be motivated by the fresh approach.

Duration:

15 x 1 day modules

Method:

Experential learning:

  • Role Play
  • Group Reviews. Individual feedback and disclosure
  • Theory sessions on the sales process
  • Action planning for transfer to work
  • Team International Sales System, a unique, transferable process that breaks down negotiation into its constituent parts. Apply this process to any product or service and add to your future portfolio with minimum training.

Contents:

Module 1: Setting Sales Targets. Maintaining Standards
Module 2: Features, Advantages and Benefits. Products and Services
Module 3: The Sales Cycle. Key Performance Indicators. Monitoring Sales
Module 4: Generating and Qualifying Leads. Contact Management Systems
Module 5: Using the telephone. Telesales. Telemarketing
Module 6: Qualifying leads. From suspect to prospect. Prospect Bank.
Module 7: Needs Analysis. FAB. Building a Benefit Bank
Module 8: Face to face selling. Probing. Supporting. Proof Statements
Module 9: Handling Objections
Module 10: Closing Techniques
Module 11: Constructing a Sightseller. Case Histories. 3rd Party references
Module 12: Designing mailshots. Brochures. Letters. Writing Proposals
Module 13: Marketing and PR
Module 14: Exhibitions
Module 15: Key Account Management. Referrals

Outcomes:

By the end of the
course delegates will

  • be consciously competent. Measure their own key ratios
  • understand the sales process and how to apply it to achieve success
  • be more knowledgeable about their products and services
  • be highly motivated to succeed. Work harder and smarter

Investment:

£250 per delegate day.

Booking:

Phone: 01286 660330
Fax: 01286 660921
E-mail: info @ teaminternational.co.uk

Enquire about the Sales and Marketing course

Last Updated: 07/02/2007