Sharpening Selling Skills and Effective Territory Management
Sharpening Selling Skills and Effective Territory Management
Selling, in the old days, was largely an act of personal heroism. The key to successful selling knew the products and the customers. But this approach has little to do with the way sales are made in today’s real world. Today’s customers buy benefits, not products; they demand solutions which don’t come in a box. They must be designed, fashioned to meet the customer’s specific needs.
Making such sales takes a lot more than personal charisma. Today’s selling is a step by step process, which starts from ‘Finding Potential Buyers’ but not ends only at ‘Successfully Selling the Product’ but ‘Proper Following up on a Sale’ and lot more.
This training offers a quick yet comprehensive guide to the techniques of effective selling, prospecting, getting on the customer’s wavelength, dealing with objections, negotiation, closing the sale, and more.
Objective of this Training
The training will be conducted by keeping the following 10 points concerns in mind, so that the participants will be able to:
1. Realize: The need for Professionalism in Sales Promotion
2. Identify: The need to develop Knowledge, Skills, Disciplines & Leadership
3. Focus: The importance of developing a Sales orientation
4. Understand: The Modern Concept of Sales and Marketing
5. Enlarge: A positive approach to Needs-based Sales Promotion
6. Focus: On Background Knowledge & Disciplines in Professional Salesmanship
7. Increase: Vital qualities & Disciplines of a Professional Salesman
8. Understand: The 4K’s – Market, Trade & Product & develop Tailor-made selling strategies
9. Plan: The total Selling operation more effectively for enhanced productivity
10. Develop: A positive attitude of mind which result in a “Win – Win” situation.
Contents of Training:
Day-1 – Defining Salesmanship
• Who is a salesman & his requisite skills
• 7 Habits to be a successful Salesman
• Key Performance Indicators of a Salesman
• Key responsibilities of a Salesman
Understanding Competitive Market
• Analyzing the market
• Identify the key challenges in Selling
• Converting Information into Intelligence
• Develop winning strategy
• Constructive approaches in Selling for breakthrough results
360° Strategic Selling for Customer Retention
• Steps to create loyal clients by exploring Customer’s Needs
• Uncover new opportunities through relationships
• Prospecting – the Heart of a sales call
• Networking- Modern approaches in Selling
• Gain mindshare for more market-share
Booming Distribution
• Distribution objective
• Coverage planning- Identifying potential
• Salesman performance evaluation procedure
• Numeric & Weighted distribution
• How to ensure Sales growth
• Positive aspects of objection handling
• Efficient stock management
• ROI calculation & Distributor profitability
Day-2 – Territory Management
• Need & basis for Territory formation
• Retail distribution process
• Market visit objective
• Territory Manager’s role
Power of Trade Marketing
• Introducing Trade Marketing
• Importance of Merchandising
• POSM understanding
Channel Understanding
• Differentiation of Channels
• Need for Channels
Objection Handling & Negotiation
• Positive aspects of objections
• 6 sequential steps of handling an objection
• Rules for Negotiation Concessions