How to be Excellent in Corporate Sales training centre in Bangladesh

New

How to be Excellent in Corporate Sales

  • Date : 09 - 21 November 2021
  • Duration : Evening(7.00 PM-10.00 PM)
  • No. of Classes/ Sessions : 4 Sessions
  • Class Schedule : Tuesday & Sunday
  • Total Hours : 12
  • Last Date of Registration : 8 November, 2021 ( within 5pm )
  • Venue : Online Virtual

Introduction

“If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.”–Zig Ziglar

Corporate sales are the crown of the sales division. This department deals with other company’s C-Levels and key decision-makers. This department not only generates revenue but also creates an image and value for the company. Entire corporate sales should be sharp, smart, and well organized traditionally as well as digitally.

Recognizing and overcoming the common pitfalls associated with growth is essential if your business is to continue to grow and thrive. Crucially, you need to ensure that the steps you take today don't themselves create additional problems for the future.

After completing this training participants will gain the following capabilities:

• Developing sales pitches and materials using self-conducted market analysis.
• Digitally advanced in corporate sales. .
• How to make an appointment with unknown prospects? .
• How to follow prospects without annoying them. .
• How to make a customer life cycle database. .
• What to do, ‘When a prospect says no, we are happy with existing product/services’.
• What to do, ‘When a prospect says please call me after some days/ or reluctant to receive phone calls. .
• What to do, ‘When a prospect says, I think your price is high.’ .
• Adaptability of changing in the fast-moving corporate world. .
• Developing sales talent through the use of sales management techniques.
• Closing techniques and how to negotiate for the best possible deal.
• Keeping you motivated through the use of compassion and other interpersonal skills. .
• Overcome any tough situation in front of customers. .
• Keeping customers a long time with the business. .
• Prospecting and Pipeline Management. .
• Prospects mind mapping.
• Influence to the influencer.
• The key selling skills to become a Successful Corporate Business Manager. .

Methodology

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

Contents of Training:

Session: 1
i) Key understanding of corporate sales.
ii) Corporate sales process & Strategy.
iii) Impact of blue and red ocean strategy on corporate sales.
iv) Similarity and dissimilarity in corporate sales, B2B sales, Institutional Sales, and key account management.
v) Developing sales pitches and materials using self-conducted market analysis.
vi) Key attributes of Corporates Business Manager

Session: 2
i) Key factors of corporate relationship.
ii) How CRM work in corporate sales.
iii) Understanding customer need
iv) LIER theory.
v) MUST DOs incorporate sales-Real life examples.
vi) MUST AVOID in Corporate Sales-Real life examples.
vii) ‘Business belongs to company but the customer is yours’-How to practice it.

Session: 3
i) The Money, Time, Need, Urgency, Trust (MT.NUT) method to conquer a sale. How it impacts real-life sales?
ii) Mindset winning strategy
iii) Trust and 7 ways to build your trust to prospect.
iv) Price Vs. Cost Vs. Value.
v) Key elements of prospect buying roadmap.
vi) Objection and opportunity theory.

Session: 4
i) Key influence of digital marketing on corporate sales.
ii) How to generate referral customers from digital marketing.
iii) Importance of corporate communication.
iv) Corporate communication and follow up.
v) How Digital marketing vibrates corporate sales process.
vi) How to influencer to Influencer.
vii) Revenue growth matrix.
viii) Pipeline management.
ix) Adaptable in changing world

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Resource Person

M Ekhtier Ahmed Evan

Sales Management Consultant

M Ekhtier Ahmed Evan has distinctive, solid and high volume revenue driven experience in leading Multinational and National companies for last 18 years. He served world’s No. 1 brand Apple as well as world’s second largest bank HSBC. He also served one of the leading telecom operator Robi Axiata Ltd., China based e-commerce Company and UNEAS of UNDP. He leads a prominent handset brand as Head of Business as well as holds senior management position in other companies for more than a decade. He has versatile experience and exposure on 360 degree sales & marketing arena. He has completed MBA from University of Dhaka major in Marketing also done a diploma course on Digital Marketing from BITM (BASIS Institute of Technology and Management).
Mr. Evan has served as ‘Head of Sales – iPhone’ to Union Group (Exclusive Authorized Distributor of Apple in Bangladesh). He is the first Apple Business Manager in Bangladesh to drive iPhone and iPad business for Distribution in Bangladesh. Mr. Evan has set up robust distribution and retail channel in the big towns. He designed and developed Corporate Sales Team and operators business for iPhone and iPad. He attended an extensive and exclusive training program on ‘Sales and Distribution’ arranged by Apple Singapore also trained on Apple Global Business Reporting System (AGBRS). He maintained liaison with Apple Singapore office.
After that Mr. Evan has served as Head of Business and General Manager of Lenovo smartphones and tab business to Smart Technologies (BD) Ltd. He performed as business key contact person and responsible to operate the whole business. Distribution sales channel across the country, B2B and alternative sales channel, e-commerce/online sales and strategic business relationship with chain shops (Modern Trade) has been developed under his supervision. He given final approval for all sorts of marketing activities e.g. products’ pricing, package and incentives scheme for retailer and distributors as well as consumer, ATL and BTL communication, POS decoration designing, trade marketing materials, distributor and retailer meet and awarded to best one etc. He also maintained liaison with Lenovo principal office in Delhi.
Earlier Mr. Evan served Robi Axiata Ltd. in Enterprise Business division. During his 10 years journey with Robi he played multiple job roll e.g. Manager, Large Corporate; Kay Account Manager; Manager, SME Business. He incorporated many MNCs, local large companies and Banks in his portfolio. He had been awarded ‘Best SME Business Manager in Emerging Market’ 2014. He Explored corporate and SME sales in Dhaka, as well as other urban and rural areas.
Before that Mr. Evan served HSBC bank as Team Leader, Sales. He achieved ‘Live the HSBC Brand’2004. He also served UNDP’s UNEAS as an interpreter and protocol officer. Mr. Evan has conducted a market research on ‘Bangladesh Device Market and Industry’ for a leading telecom company.
Recently, Mr. Evan served a China based e-commerce as Head of Business Development and Corporates Sales (Business has been postponed due to COVID-19)
In long journey, Mr. Evan explored 360 degree of sales & marketing arena e.g. Corporate Sales, National Distribution and Retail Business, B2B sales, Key Account Management, D2D sales, Institutional Sales, Telesales, Modern Trade, e-commerce business and digital marketing.
He served American International University of Bangladesh (AIUB) as guest lecturer on ‘Strategic Sales & Marketing on Real Life Approach’ and guest speaker to Begum Rokeya University, Rangpur on ‘Career on Sales and Marketing’
Mr. Evan has root level sales experience after that his determination, dynamism and perseverance he successfully upgraded his career that leads him to become Business Head. In student life he did few sales works e.g. Sales Executive in Phillips Pavilion to Dhaka International Trade Fair; Sales Executive, Visa and Master card for Standard Chartered bank through Conquest; Telesales executive to Premier Resort Marketing (PRM) International etc.
Mr. Evan has conducted more than 550 training sessions which covered around 4,500 hours and 9,000 participants of prominent local and multinational companies. Apart from training, he serves as consultant to corporates e.g. corporate revamp and working process, business operation policy, company profile, product profile, company website etc.
He has attended Marketing Guru - Philip Kotler’s session in Dhaka in the year of 2010. Mr. Evan has attended more than 100 training sessions in local and abroad. He is the founding Public Relation Secretary of Dhaka University MBA Association (DUMA). He was Joint Treasurer of Dhaka Dhanmondi Lions Club.
Mr. Evan is co-founder and CEO ‘School of Professional Skill Development-SPSD’

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



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