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Sales Management

What is Sales Management? The course discovers how this fits into the organisational framework. More in depth than the one-day course, this two-day interactive course covers how to develop your sales strategy process, identifying and building your sales team, concepts of value in sales management, and drivers of competitive advantage.

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Learning Objectives

  • To understand the importance of customer care in a sales environment
  • How to develop and maintain a prospect system
  • How to unlock profit growth through an effective marketing strategy
  • How to implement a sales quality process

Course Content

DAY 1

09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:45 What is Sales Management? How Does it Fit Into the Organisational Framework?

11:00 - 12:00 Developing Your Sales Strategy Process

12:00 - 12:45 Identifying and Building Your Sales Team

12:45 - 13:45 Lunch

13:45 - 15:00 Concepts of Value In Sales Management

15:00 - 15:45 Drivers of Competitive Advantage in Sales Management

15:45 - 16:30 Developing an Optimal Sales Management Information Database. (Exploiting technology opportunities)

16:30 - 16:45 Day And Course Review/Close

DAY 2

09:00 - 09:15 Day 1 Recap/ Introduction to Day 2

09:15 - 10:45 Identifying and Building Your Client Target Market

11:00 - 12:45 The Role of Marketing and Distribution in Sales (Market/Segment Research Developing Marketing Strategies Product Development and Management Pricing Distribution and Productivity. The Economics of Marketing and Sales.)

12:45 - 13:45 Lunch

13:45 - 15:00 Introducing a Sales Quality Process

15:00 - 16:30 Countering Competition/ Risk Management In Sales

16:30 Summary and Action Plans Agreed

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Online Courses

You may prefer an online course if you are looking for a flexible and cost-effective solution. Online courses allow you to study at your own pace, at a time that suits you.

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