At the end of this course, the participants should be able to:
- Plan the stages of the sales process, and identify and meet the needs of the customers
- Apply negotiation-selling strategies and tactics in dealing with customers
- Recognize the importance of self-confidence, influence, persuasion, and building the teamwork spirit to the success of the sales process
- Analyzing and understanding customers behaviors
- Follow up existing and potential customers
- Work according to sales KPIs
- Achieve target sales
- Achieve customer satisfaction
Concepts of Marketing, Sales and Sales Process
- The concept of marketing and sales
- Marketing mix, promotional mix and marketing communication
- The sales process
Important Concepts in Advanced sales
- The importance of the customer to any organization
- The customer’s perception of the value offered
- Customer satisfaction and customer loyalty
- Self-confidence.
- Influence and Persuasion
- Building the team spirit
Identify the Targeted Segment for each Product or Service
- The concept of market segmentation
- The variables considered in the segmentation of the consumer market
Analyzing and Understanding Customers Behaviors
- What do customers expect from their service/products providers?
- Identifying customer needs
- Importance of consumer behavior
- Questioning skills
- Listening skills
Sales Negotiation Strategies and Tactics
- Importance of negotiation in sales process
- Sales negotiation strategies
- Sales negotiation tactics
Following-Up, current and potential customers
- Important of follow up on customers
- Best methods of following up, whether they buy or not
Sales KPIs
- Concept of sales KPIs
- Importance of performance measurement indicators
- Preparation of sales KPIs
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