COURSE OBJECTIVES
Advanced Selling Skills training course aims to fulfil the following objectives upon successful completion:
- Develop skills related to face-to-face interaction with prospects and buyers for successful selling
- Developing skills leading to lead generation and collecting information crucial for the organization
- Understand various methods of selling and selling strategies
- Inculcating skills of prospecting and negotiation
- Understand the necessity of follow-up to maintain long term relationship with customers
COURSE OUTLINE
Marketing fundamentals
- Meaning of marketing
- Selling vs. Marketing
- Concepts of marketing: product concept, selling concept, marketing concept, holistic marketing concept, social marketing concept
- Overview of marketing management and its significance in an organization
Fundamentals of Sales and Sales management
- Component of sales management: planning, organizing, controlling
- Sales Management by Objective
- Sales organization
- Defining sales structure
Understanding concepts of Selling
- Types of selling: Direct selling, Relationship selling, Partnership selling
- Types of selling tasks
- Types of market intermediaries
- The setting of selling objectives
- Different types of selling positions
- Process of Selling
Professional Selling
- Role of a professional salesperson
- Importance of gathering value
- Types of selling strategies
- Personal selling
- Sales cycle, generating leads
- Conducting sales calls
- Improving conversion ratios
- Lead scoring
Understanding the customer’s perspective
- Types of sales relationships: Transactional, functional
- Types of customers
- Ethical challenges faced by a salesperson
- Understanding the cultural traits of the customer
- Buying decision- five stages model
- Decision heuristics
Conducting market research
- Analysing the market environment
- Why is marketing research important?
- Process of market research, setting up a research plan
- Types of research: Focus groups, surveys
- Utilising marketing intelligence system
Sales Negotiations and Follow-up
- Understand objections from the customers
- Handling objections
- Product demonstration
- Understanding signals
- Closing sale and implementing transaction
- Follow-up
Sales reporting and Cost analysis
- Sales audit
- Conducting sales analysis
- Types of sales quota
- Establishing sales territories
- The basis for territory establishment
- International Selling
- Global practices and Standards
- Case studies