Training course specifically designed to meet a number of needs with respect to the sales force:

• • Sales gain.
  • Improvement in Sales Skills.
  • Improved customer service and follow-up.
  • To improve communication skills.
  • To improve negotiation and prospecting skills.

On the basis of these and other premises, I should like to introduce the proposal for the course of:

Effective Sales

(model for client management)

A syllabus based on an instructional methodology derived from in-person training, using learning techniques such as role-play, roundtable discussions, questionnaires, debate and/or teamwork.

Objectives:

• – To improve communication and understanding skills.
• – To develop skills to effectively run sales.
• – Refine participants’ sales techniques.
• – To set up a quality customer care process.

Intended for:

• – Business executives.
• – Trade Marketing Executives.
• – Sales Management and Marketing Management.
• – Personnel involved with the area of sales or customer care.

At the end of the course:

• – The participant will get tools and techniques necessary to have an effective communication.
• – The participant will get new skills and techniques that will allow them to increase sales.
• – Participants will learn techniques and methods for high-quality customer service.
• – Participants will clearly understand where they are, where they need to go and how to get there.

Module 1: Learning to Carve Stone.

Management skills development that will allow attendees to understand, develop and apply concepts for the proper management of their work.

1. Time Management.- Distinguishing Between Urgent and Important Tasks.
2. Interpersonal Communication.- Learn how to communicate with your customers, know how to "read them."

Module 2: We're all vendors.

Development of techniques and skills for effective sales and 4G’s negotiation.

1. 1. Effective Sales.
      1. The salesman's role.
      2. Prospecting.
      3. Analysis / Exploration.
      4. Solutions and Benefits.
      5. Sales Objection Handling.
      6. Close.
   2. Negotiation.
      1. Fundamental assumptions.
      2. A good negotiator's profile.
      3. Negotiation styles.
      4. Assertiveness in negotiation.

Module 3: A Promising Future

After understanding the context and developing management, sales and negotiation skills, we can more easily understand how to reach our desired destination.

1. 1. Principles of customer care.

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