- Developing Relationships and Managing Accounts
- Major Account Penetration
- Major Account Selling Skills (MASS)
- Sales Management
- Sales Starters
- Selling Professional Services
- Telephone Technique
- Writing Proposals
Sales Management
This course roughly lasts 5 or 6 days and is divided up into 3 phases focusing on developing sales managers to get the best out of their sales people.
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The 3 phases are described below:
Phase One; is a 2 day workshop which examines the changes in behaviour of the sales people participating in the course. This helps to teach sales managers a better understanding of how to manage change. All necessary aspects for driving profitable sales results are covered, including both quantitative and qualitative.
Phase Two; is another 2 day workshop which focuses on the softer skills that are needed to be an effective sales manager. Learning styles, managing diversity and coaching and counseling to deliver better performance are also investigated.
Phase Three; is developed according to the needs of the specific customer. This phase focuses on developing high performing teams.
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