Marketing & Sales

Key Account Management Strategy

Toronto
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Mastering of Selling Techniques

Introduction

  • Many companies today are seeking not just "suppliers" but "partners". These companies want to do business with organisations that can assist them to save money, make money or in some way add value to their business offering.
  • To succeed in today's highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but require an understanding of their clients' businesses and how they can contribute positively to their success.
  • Salespeople have to act as advisers, problem solvers and consultants and be able to demonstrate how they can promote growth, profit and enhanced customer satisfaction for their clients.

How you will benefit

  • Explains the various roles and responsibilities of the professional salesperson
  • Demonstrates how through skill, self organisation, knowledge and strategy
  • Maintain and develop existing business
  • Create new business and successfully "lock out" the competition

Who should attend

  • Those who are new to sales or are contemplating a career in sales
  • Those who already occupy a sales position but lack formal training

What you will cover

Module 1: Preparation

  • Reviewing KPIs
  • Checking Customer sales information
  • Checking promotion programs
  • How difference between B2B (Business-to-Business) Model and B2C (Business-to-Consumer) Model
  • Other preparation: Products knowledge, uniform, sales kits, etc...

Module 2: Selling Steps

New Customer

  • Step 1: Prospecting
  • Step 2: Making the approach
  • Step 3: Identifying customer needs
  • Step 4: Making the presentation
  • Step 5: Handling Objections
  • Step 6: Closing sales
  • Step 7: Following up

Existing Customer

  • Step 1: Ice Breaking
  • Step 2: Updating information to customer from previous meeting & Getting more information from customer (products, services, etc...)
  • Step 3: Checking customer inventory
  • Step 4: Introducing products information inclusive promotion program, updated information
  • Step 5: Order taking and Closing sales
  • Step 6: Reporting

Module 3: Selling Techniques

  • Technique 1: Up Sales - How to sell more 
  • Technique 2: Combine Sales - How to sell combining with other products/services
  • Technique 3: Cross Selling - How to replace competitors
Study Time

This practical training program is designed with:

8 hours training - 1 day

Schedule

Ho Chi Minh
1,900 $
16 May 2021