The function of selling has evolved from a transactional-based approach to a relationship selling methodology. The sales skills of preparing the sales presentation, handling objections and closing the sale; are not enough to be successful in a knowledge economy with multiple buying influences. The Relationship selling programme developed by Milpark Business School and facilitated by senior MBA Sales and Marketing lecturer and consultant Andrew Armstrong, synthesises the latest research on relationship selling.

Course outline – Three-day programme
Relationship selling
Change the selling paradigm from selling products to solving business problems and delivering value to your customers. Understanding the value proposition plays a key role in differentiating the sale. Plan the sales cycle utilising recognised buy classes and buying phases to maximise sales effectiveness.

Value perception
Successful companies understand that the intrinsic value of products is only a small component of overall value in the sales process. Gain insight into the process of creating value at a business and a personal level to sustain competitive advantage in your accounts.

The buying centre
Review the buying centre and how the dynamic within it evolve over the length sales cycle. Understand the role that power and politics plays in organisation decision making. Utilise organisational influence and power to maximise your sales potential.

Negotiation
The phases of negotiation are the key to reducing the time of this critical selling process. Two key elements of negotiation in the sales cycle are the content of negotiations and the process to follow during negotiations. Sales people too often focus on what is being negotiated instead managing the process of negotiation.

Manage sales opportunities
The programme will offer you a methodology to quickly qualify target opportunities using a simple quantitative approach. Use the standardised template to provide an overview of target opportunities. Evaluate multiple opportunities and manage sales time more effectively.

Account planning
Selling today is not one-to-one but many-to-many, thorough account planning is essential for sales success. The templates provided on the programme will provide you with a business tool and methodology to enable you to plan and organise an account team.

Course fees:
R7600.00 includes course material and refreshments. You will receive sales template CD's for application to your individual businesses.

This course can also be offered as in house training – maximum of 20 delegates per session.

Venues

Date: 14 May 2008 to 16 May 2008
Location: Milpark Business School Pty (Ltd), Johannesburg
Cost: R7600.00
More info: Cnr Main Road East Landeau Terrace Melville Ext 2

Date: 18 September 2008 to 20 September 2008
Location: Milpark Business School, Johannesburg
Cost: R7600.00
More info: Cnr Main Road East Landeau Terrace Melville Ext 2

Contact: Elisa Rickson
Company name: Milpark Business School (Pty) Ltd
Telephone number: +2711718-4023
Email address ELISAR@MILPARK.CO.ZA

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