Target Audience

This programme is for Graduate Trainees, Territory Managers, Sales Executives and individuals involved in Customer Management, (trade marketing, supply chain or production) who are new to selling.

Purpose

This programme will reinforce field based induction training and enable newly appointed sales people to become competent in basic sales skills.

Programme Content

• The 8 by 6 Selling Call
• Setting call objectives and maintaining accurate customer records
• Call planning and preparation
• The value of observation and active listening
• The structure of the sales presentation
• Discovering customer needs
• Persuasive communication
• Selling features and benefits
• Identifying buying motives
• Handling objections
• Reacting to buying signals
• Closing positively
• Construction and delivery of one to one promotional presentations
• Communication skills
• Rules of selling
• Post call analysis
• Territory management and development of top 20 customers
• Evening self -study session
• Post course action plan

Methodology

This programme is highly practical with a blend of lecture led sessions, individual and syndicate exercises and role play that provides delegates with the opportunity to improve skills and techniques

Outcomes

Delegates will reinforce the learning from their induction training process, and develop a range of new skills and techniques. The proven 8 by 6 selling call framework will positively impact on their call productivity and ability to exceed sales targets.