The Art of Sales Force Management training centre in Bangladesh

New

The Art of Sales Force Management

  • Date : 22 - 23 October 2021
  • Duration : Morning(9.00 AM-12.00 PM)
  • No. of Classes/ Sessions : 2 Sessions
  • Class Schedule : Friday & Saturday
  • Total Hours : 3
  • Last Date of Registration : 20 October, 2021 ( within 5pm )
  • Venue : Online Virtual
  • (10% Off on Bkash or Online payment)

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.

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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