The Art of Sales Force Management training centre in Bangladesh

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The Art of Sales Force Management

Introduction

‘Successful entrepreneurs all have one thing in common – the ability to sell’

Sales Force Management (SFM) is a sub-system of marketing management. It is Sales Management that translates the marketing plan into marketing performance.Changing time and globalization businesses are becoming is very competitive and challenging. To keep steady revenue growth and market share it is very important to manage to sales team.The face of any organization is the sales force. Companies spend a considerable amount of time and money on sales force rather than on any other promotional activity. However, sales force is expensive and companies are looking forward to managing them in an efficient and effective manner.Sales force is linking between companies and customer. Therefore, companies have to be careful in designing and structuring sales force.Sales people are eyes and ears of the company in the market gathering information about competition and customer changing demands.

At the end of the session participants will learn and able to implement in real life:

1. How to motivate sales force on daily basis.
2. How to optimize sales force’s time, effort, cost.
3. How to start interest creating opening discussion/question with prospect.
4. How to keep continue discussion with prospect from 1st visit.
5. How to track sales force’s movement on daily basis keeping good motivation level to sales force.
6. Develop proper reporting system of sales force.
7. Teach sales team ‘Open ended question and close ended question’
8. Find out loophole expected sales volume and actual sales volume and take necessary steps accordingly.
9. Scientific way of designing incentive scheme to sales force and customer.
10. In which situation sales manager needs to be very strict and intolerable.
11. How to mix ‘theory X and Theory Y’
12. Develop greater control over the sales teams when they are visiting their clients.
13. Ensure compliance with the objectives (quantitative and qualitative) for team sales.
14. “If you educate customer, customer will beat competitors’ –How to do it.
15. DOs and DONTs.
16. SWOT analysis.
17. BCG Matix and how it works in real sales life.
18. Sales force motivation matrix.

Methodology

Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.

Contents of Training:

Session 1
• Understanding of sales (Both in traditional and practical)
• What is sales force management?
• Why it is important.
• Planning for Sales Process.
• Hire people to sell
• Design Sales Strategy.
• Forecast sales results.
• Analyze your sales efforts
• Objective of sales force management.

Session 2
• Essentials of Sales meeting, Weekly and monthly.
• How sales management inspires sales.
• How to provide training to the salespeople as per requirement.
• How sales force establish brand image and goodwill.
• How to evaluate Sales people performance.
• Factors influencing sales people performance.
• How to increase sales volume in consecutive ways
• Set realistic target.
• MUST follow DOs and DONTs.

Session 3
• Sales force automation
• Priority setting.
• Reporting system. • How to work as coach for the sales team.
• Boss Vs. Leader.
• Grooming of sales force.

Session 4
• Modern sales approaches.
• Sales management responsibilities.
• Field Sales Manager’s activities.
• Incentive setting in a scientific way.

Session 5
• BCG Matrix group presentation and How it is related with real sales life.

Session 6
• Faster revenue growth Matrix.
• You educate customer and your customer will beat your competitors.

Session 7
• Blending of Theory X and Theory Y in Sales Management.

Session 8
• What to do when prospect is saying ‘Let me think about it.’
• Techniques to close a deal.
• Coaching value based selling proposition.
• Explain value vs. Volume ratio.
• Reward and compensating of sales force.

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All entry and midlevel sales professionals who are directly and indirectly involve in the company’s sales process. Fresh graduates or postgraduates i.e. BBA, MBA, or non-business graduates who intend to join sales also can participate. However, entrepreneurs/self -employed also can join this session since this module has been prepared based on a real-life sales approach.



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