Phone +234.811-111-1296 or visit www.charlesandgoldconsulting.com

MASTERS IN SALES MANAGEMENT

Duration: 5 Days

Lagos Venue

106 Apapa Road beside
Zenith Bank Lagos.

Fee: N75, 000. VAT Incl.

4 - 5 participants: 5% discount
More than 6 ppl: 10% discount

Class Session

9:00am – 4:00pm daily.
(In plant training available upon request)
WEEKDAY CLASSES Apr. Mon 18 – Fri 22 Aug Mon 15 – Fri 19


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Program Outline

The following areas are discussed in open discussion, facilitated training sessions with your organisation's sales reps and managers. A sales and marketing action plan is developed for the sales team and each individual sales rep. The action plan includes the critical steps needed that enables the sales and marketing training to increase revenues for the sales rep, the team and the organization.
The sales training provides sales professionals with practical, time-tested solutions that work.

Successful sales people act upon this information and close more sales.

  • Traits of Successful Sales People.
  • Everything Begins with Attitude.
  • Personal Development as a Sales Professional.
  • Rewards of Personal Development.
  • Mission Statement and Goal Setting.
  • How to Implement Personal Goals and Measure Results.
  • How to Motivate Yourself Every Day.
  • Organization and Time Management.
  • Balance of Mental, Emotional, Spiritual and Physical.
  • The Power of the Subconscious.
  • Focus and Persistence.
  • The Sales Pipeline explained.
  • Prospecting and Lead Generation.
  • Dealing with Fear in Sales.
  • Qualifying, Probing Questions and Scripting.
  • Handling objections.
  • Presentations that Focus on Benefits.
  • Closing that is Automatic.
  • How to Add Value to a Customer.
  • Relationship Building and Trust.
  • Accessing and Working with Personality Types.
  • Selling a Service.
  • Passion.
  • Negotiation Skills.
  • Why your Customers Buy.
  • Communication Skills.

Professional Telephone Selling

  • Why is Phone Selling Key to Success
  • Review the Unique Characteristics of Phone Selling.
  • Lead Generation and Prospecting on the Phone.
  • Scripts.
  • Objections on the Phone.
  • How to get an Appointment.
  • Follow-up on the Phone.
  • Voice Mail, Screener and Gatekeepers.
  • How to Build a Telephone Relationship.

Sales Management and Leadership

  • Team Mission Statements.
  • How to Hire Exceptional Sales People.
  • Performance Evaluations.
  • How to Motivate your Reps.
  • Forecasting and Team Goal Development.
  • Sales Contents and Special Incentives.
  • Compensating the Sales Team.
  • Teamwork in Sales.
  • Future Sales Trends.
  • How will customers respond to personal selling in the future?

Designing Personal Sales Action Plan

Without an action plan it is just a daydream. Each sales rep develops a personal action plan that includes a mission statement, goals and objectives, and methods for measuring goals and their impact on the organization.

Worksheet Forms/Action Plans

The following worksheets are the tools used to create sales action plans. They are completed to organize and support the sales process. These projects are personalized to the needs of the sales team and individuals.

Worksheets:

  • 1. Personal Mission Statement and Goals.
  • 2. Sale Action Plan.
  • 3. How to Improve Attitude.
  • 4. Prospecting and Lead Generation.
  • 5. Dealing with Fear in Sales.
  • 6. Customer Profiling.
  • 7. Features/Benefits.
  • 8. Probing Questions.
  • 9. Customer Objections.
  • 10. 30-Second Commercial/Pitch.
  • 11. Personal Sales Tracking.
  • 12. How Does Your Product/Service Add Value?
  • 13. How to Build Trust.
  • 14. Competitive Analysis.
  • 15. Script Development.
  • 16. Follow-up Questions.
  • 17. Why your Customers Buy.
  • 18. Trial Closes and Closing Statements.

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