Selling is at the cutting-edge of business and, in the global business environment, requires continuous attention to preparation, practice and careful management. The successful sales person is committed to conceiving, creating, communicating and conveying real and lasting value. Success in sales and marketing is invaluable for any business’s success. Being professional in sales and marketing may make the difference to your business results.
Therefore, it is important that sales people master the skills that are essential to improve sales. This includes skills in selling and excellent product knowledge. Today, the environment is very competitive and skilled sales people know how to adapt to the needs of their customers. They have good communication skills, can empathise and are mobile. They can adapt easily to different situations, act with professionalism, are motivated and well mannered.
Target Participants:
Managers and owners of small and medium sized enterprises should take the opportunity to benefit from this course. Sales managers, marketers as well as sales staff will also benefit from attending. This is a highly practical course, which combines theory, practical examples, role play and discussion; so that you can easily make use of the acquired knowledge back at work.
This highly interesting and interactive program will provide invaluable tips to enhance your sales results. The course will help participants to understand how important it is to remain motivated even in the face of rejection by potential customers. How to keep focused and organised and how to make the best use of your potential will also be discussed.
Programme
| Session 1 |
Marketing and selling Including: selling and the business environment, customer creation, achieving the sales objective, the role of the sales force |
| Session 2 | Focus on the customer Behavioural aspects of selling Understanding the buyer The need for product knowledge |
| Session 3 | Professional selling skills The sales meeting Negotiating with buyers Telephone selling |
| Session 4 | The do and don’t when using the telephone |
| Session 5 |
Managing the sales effort Sales records, increasing sales, customers and communications, managing the sales function, organising the sales function, business planning and sales forecasting etc. |
| Session 6 | The importance of time management |
| Session 7 | Assertiveness |
| Session 8 | Customer care |
| Duration: | 8 Lectures of two hours each |
Trainer Rosanne Galea is the managing director of Future Focus Ltd. She has lectured extensively in Malta and overseas. She is also the managing director of Galea Insurance Brokers Ltd and the President of the Malta Association of Women in Business (MAWB) and the president of the Maltese Association of Private Training Providers (MAPTP). Future Focus is the affiliate of Cambridge International College of the UK for the Mediterranean and Rosanne Galea is responsible for the college’s affairs around the Med. Her areas of expertise include business management, sales and marketing including customer care.
Course language English unless otherwise agreed
