Major areas to be covered:
Objective: After successful completion of the program, participants will be able to:
- Understand the competencies of a Sales Professional
- Apply the sill set to acquire and retain customer
- Close the sales deal
- Conduct sales call professionally
- Ensure Territory Management
- Ensure Sales Monitoring
- Apply the skills for sales leadership
Details:
Areas of Discussion and Assessment
- Objective and Scope of Personal Selling
- Buyer Seller Dyad and Personal Selling Situations
- Theories of Selling
- Personal Selling Process
- Prospecting, Objection Handling and Closing
- Sales Forecasting-I
- Sales Forecasting-II
- Functions of Salesperson
- Purpose of Sales Organization
- Types of Sales Organisation Structure
- Recruitment Process
- Selection Process
- Training Objective Training Methods
- Theories of Motivation
- Devising Compensation
- Types of Compensation Plans, Fringe Benefits
- Standards of Performance Qualitative, Quantitative
- Recording of Actual Performance
- Evaluation and Control Through Action and Supervision
- Purpose of Sales Budget
- Objective in Using Quotas
- Procedure of Setting Quota, Limitations of Quota System
- Concept of Sales Territory
- Need for Establishment and Revision of Sales Territory
- Territory Management
- Key Account Management
- Corporate Sales essentials
- Retail Sales essentials
- Show Room Sales Management
Program Administration:
Total Duration: 4 Months
Method: Fully Online
Pre-requisite: Graduate
Pre course Activity:
- Self Assessment
- Self study of article and materials to clear the concept
Post Course Activity: Assignment, Awareness Presentation, Application Action Plan
Assessment Method:
- Post Course Examination
- Post Course Assignment & Presentation
