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Sales for Sales Executives, Key Account Managers & Sales Managers

Comprehensive pro-active sales & sales management module

Includes;

  • What customers want from their merchant of choice (by customer segment)

  • The effects of discounting - when, and when NOT to discount

  • Mark up, Margin, Gross profit and Net profit

  • Barriers and assumptions preventing progress

  • Perceived value - understanding price, quality and service

  • Selling benefits - Salesperson, or talking brochure?

  • Driving customer loyalty and building rapport

  • Communication skills - Questioning and listening

  • Negotiation styles and how they affect the customer

  • Different customer types

  • Following up quotes, asking for the order and securing add-on sales

  • The role, attributes & economics of  a Sales Exec / Area Sales Manager 

  • Time management

  • Territory management & cost per call

  • Key account management

  • Differentiation

  • Customer relationship management

  • Critical success factors

  • Calculating USP

  • Pre sales preparation

  • Pro-active sales techniques & initiatives to source customers

  • Getting past gatekeepers

  • Sales strategies

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This course is a more advanced version of the "Essential Sales & Margin" module and is ideally suited to externally based sales representatives, key account managers and sales managers. The additional content is shown in blue, above

 

This in-depth course will explore the requirements needed to ensure successful sales pitches and fundamentally enhance the expertise used by existing sales staff, providing new concepts and techniques to make the most of their sales visits.

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Learning Format: Classroom based or Webinar

Duration: 4 to 7 day options

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