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* * * * * * Value Selling In A Competitive Marketplace * * *
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VALUE SELLING--CONTEMPORARY SALES MANAGEMENT |
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Who should attend Sales Managers who are responsible for in-field force........Marketing managers. Conceptual Description The modern sales manager has been described as a go-between for several different groups. The manager must bridge the gap between the customer, the sales force and many others within the company. Many companies have gone through a delayering process and the bridge between upper management, the customer and the sales force can be quite a challenge; often described as a difficult balancing act. Contemporary Sales Management`s primary focus is to assist the managers in dealing in this environment. Course Content Preassignment--Each student is requested to do a personal analysis of their time. This will be used in the module on time management. Transition from Sales to Management--Understanding the job responsibilities of the sales manager. How to be an effective leader of the sales force. Recruiting & Selection--Building an effective sales team begins with proper recuiting and selection. This module outlines how to find and select the best recruits. Various exercises are used to help managers understand this vital process. Promoting Sales Productivity--This module focuses on improving and maintaining the productivity of your sales force. Various exercises are used to develop tools to assist in this process. Coaching--The primary focus of this module is development of the sales force. It deals with specific skills and how to work with the sales force in the field. The focus is on the premise, �building your sales force , builds volume�. Effective Time Management--Many sales managers are finding they are continually under stress because of their time required to perform their job. Working with the pre-assignment, we go through a team process to find ways to eliminate unnecessary tasks and function more efficiently. This is a highly effective module when upper sales management, field sales management and marketing management participate in the exercises. Process This is a very intense 3 day workshop. The primary focus is student application, skill development, and building effective tools for implementation. It consists of some lecture, case studies and significant student involvement.
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