A practical informative sales workshop that deals with a three point approach:

Sales people, sales systems and sales strategies

Your sales executives will come back to the company with a feasible working plan ensuring that your sales executives manage their planning, time, administration and reporting effectively
Ensuring that your sales executives plan an effective sales campaign that is sustainable and effective and in line with company requirements
Ensuring that your sales executives consistently attain their targets
Self motivation
Performance measurement
The search for new business
Maximizing existing accounts
Evaluating work ethnics

“This workshop defines every sales step, including personal experience and constant interaction with the class, excellent.”
Flux Interactive (Pty) Ltd

“Very good, one of the best sales courses I have been on!”
Nedbank Treasury

“The course had logical development, the facilitator efficiently guided us, and I definitely benefited from this course”
BB - Fin

“The course is very practical and interactive and very well structured”
Gobodo

“A comprehensive, insightful overview covering all aspects of sales. Great examples of practical experience. Highly recommended to all involved in the sales and marketing field”
British American Tobacco

In a survey involving over 14 000 clients in South Africa covering a cross section of private company's, government and parastatals, mainly in procurement covering job designation from junior buyers to senior executive level, this is what clients wanted from sales executives selling to them:

product knowledge
Client knowledge
Industry knowledge
Situational selling skills

How do your sales executives rate against these criteria?
How do your sales executives rate against other company's sales executives in your industry?
How do you differentiate your sales executives from competitors in the industry?
How do you deliver what your client wants, better than anyone else?

To change the way a sales person sells is difficult, as it is hard to change personality traits, but training a sales person on how to sell, with understanding and ensuring that the implementation of the skills is not immediate but over a period of time which will enhance the productivity of the individual.
In order to equip sales executives with the skills and understanding as to their function, and to bring in the business in a cost effective, consistent and measurable way the following needs to be focused on:

To understand that eighty percent of the sale is done prior to meeting the client, this is achieved by following the seven basic steps to a sale.

Sales is not an exact science, making a sale is largely in the hands of a company's sales executive, if they are not using the right approach or are ill equipped to represent your company, your competitor will more than likely benefit, chance favors the prepared mind!

The course looks at the following aspects:
The seven steps to a sale
Sales readiness
Time, planning and area management
Systems, strategy and people
Needs dialogue
Sales structure
New business development
Accounts management
NLP in effective sales presentations
Drawing up of proposals
Delegation of responsibility and accountability
Key areas and responsibilities
What influences behavior and attitude
Evaluating sales performance
Product and client
Developing a sales platform
Killing the client
Managing expectancies (company and client)
Sales versus marketing
The solution sell
Sales research and development

Venues

Date: 11 June 2008 to 12 June 2008
Location: Pheasant Hill House, Midrand/Irene
Cost: R 2 799.00 (Excluding VAT)

Date: 06 August 2008 to 07 August 2008
Location: Pheasant Hill House, Midrand/Irene
Cost: R 2 799.00 (Excluding VAT)

Date: 15 October 2008 to 16 October 2008
Location: Pheasant Hill House, Midrand/Irene
Cost: R 2 799.00 (Excluding VAT)

Date: 01 December 2008 to 02 December 2008
Location: Pheasant Hill House, Midrand/Irene
Cost: R 2 799.00 (Excluding VAT)

Date: 12 November 2008 to 13 November 2008
Location: Durban City Lodge, Durban
Cost: R 2 899.00 (Excluding VAT)

Date: 02 September 2008 to 03 September 2008
Location: Best Western - Cape Suites, Cape Town
Cost: R 2 899.00 (Excluding VAT)

Contact: Marc Thompson
Company name: The Communication Academy
Telephone number: +27 12 345 4866
Email address marc@thecommunicationacademy.co.za

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