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1- Online Training...with international accreditation. The value of participation per person is €1,450
2-Requirement : specifying the course, number of participants
implementation date, and joint coordination.
Group contracting ... 20% Discount For Each Participant In Any Group Of Five Person Or More
Other Places To Hold The Course :
KualaLumpur.. Istanbul.. Dubai.. Cairo.. Riyadh.. Jeddah.. Abu Dhabi.. Doha.. Muscat.. Sharm El Sheikh.. Kuwait.. Tripoli.. Amman.. Beirut.. Damascus.. Tunisia.. Casablanca.. London.. Paris.. Barcelona.. Amsterdam.. Brussels
Professional Selling Skills
Introduction :
Businesses are profit-making units and what drives these units is the process of selling. All efforts in an organization are ultimately directed towards incurring targeted sales. The orientation in the market has shifted from product concept to marketing concept.Earlier selling was all about finding the best fit of customers for your product but now the priority is to find the best fit of products for your customer. Customer’s need satisfaction has become paramount for businesses to succeed.This has generated the need to have a dedicated sales staff in every organization. A company no longer needs just a salesperson but need of the hour is a professional seller who will not only sell the products but will rather create value for the customer, manage the relationship and gather information necessary for the organization. Professional seller is your one-stop solution for all sale-related challenges.
Course Objectives :
At the end of this course, the participants will be able to :
- 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
Targeted Audience :
- Sales manager/heads
- Marketing professionals
- Salesperson
- New entrepreneurs
- Sales policymakers
- Start-up owners
- Relationship managers
- Aspiring marketers
- Students looking to make a career in sales
Course Outlines :
Module 1 : 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
Module 2 : Fundamentals of Sales and Sales management
- Component of sales management: planning, organizing, controlling
- Sales Management by Objective
- Sales organization
- Defining sales structure
Module 3 : 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
Module 4 : 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
Module 5 : 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
Module 6 : 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
Module 7 : Sales Negotiations and Follow-up
- Understand objections from the customers
- Handling objections
- Product demonstration
- Understanding signals
- Closing sale and implementing transaction
- Follow-up
Module 8 : 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
European Business Center Training Methodology :
Our training work is presented in a professional and attractive manner.. Interspersed with interceptive information to renew attention throughout the training period… We aim with this method to train the listener and interact… In addition to practical applications that target the direct skills and knowledge required to be achieved.. It is presented to the trainees in more than one way.. Practical exercises and applications.. Surveys and questions.. A training strategy has been adopted based on pairing between the theoretical and the professional and between the local and the global.
What Does The Participant Get From The Course?
Each participant obtains an internationally accredited training certificate from the European Business Center for Training and Development … which has the ISO certificate in quality No. 900/2015 from the English international company UCAS .. and receives a training bag containing the scientific material via an electronic flash … in addition to an enjoyable and useful training that is reflected Positive and developmental for individuals and the institution
Note :
We can implement the training course in any of the cities referred to in this course..at the appropriate and required time for the trainees..through joint coordination with the training department at the center..the training is implemented in a distinctive manner according to the best quality standards so that we meet all training requirements and needs.
International Accreditations
European Business Center for Training and Development has obtained international and official accreditations with the highest and best international levels scientifically and technically, which reflect the level of outstanding performance in our training work.. so that it achieves what each participant aspires to by obtaining the best certificates with officially approved scientific and technical standards.
