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Sales Management

It is arguable that the role of the Sales Manager is the single most important role in business today. Sales Managers need to be all things to all men. The Sales process, by its nature is an emotional stressful business, frequently subject to great highs and lows, booms and slumps. Sales Managers must mould a variety of different personalities into a cohesive sales unit in order to produce predictable sales results. The objective of this course is to provide Sales Managers / Consultants with the knowledge, skills, and motivation to maximise sales potential through their sales people or team. The process is a highly inter-active one and attendees will be required to apply themselves in great detail in order to obtain maximum effect from the programme.

Course Outline : 1 Day

  • The buying and selling process
  • Dealing with rejection
  • Prospecting for sales leads
  • Targeting and territory sales
  • Managing time
  • Setting an agenda
  • Communication skills
  • Questioning
  • Dealing with objections
  • Presentation skills
  • Closing the sale
  • Gaining commitment for future sales
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