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Sales Trainings BASIC

//Sales Trainings BASIC
Sales Trainings BASIC2018-01-11T13:15:53+00:00

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Category: SALES TRAININGS – BASIC LEVEL

Duration: 1 to 3 days

Difficulty: Basic

Options: prework-monitoring, entry and/or exit test, on-field mentoring

Suitable for: sales representatives with up to 1 year of experience, supervisors, regional sales managers, key-accounts managers, team leaders, trade managers, trade directors, logistics managers, trade operations managers, merchandisers

List of the active training modules:

PROFESSIONAL SALES – PART 1

  • organization of the working day
  • foundations of the sales in distribution
  • obligations of the sales representative
  • contacting new clients
  • steps in a trade visit
  • analysis of client potential
  • defining client’s needs
  • transformation of characteristics into benefits – FAB
  • building business relations with the client
  • toolkit for professional sale

PROFESIONAL SALE – PART 2

  • method of convincing sales – PSF
  • 15 top techniques for influencing client decisions
  • distributional channels – principles of functioning
  • rules for working with corporative structures
  • working with client information
  • standards for communication with clients; active trade conditions – management of sales

DEALING WITH OBJECTIONS/ mechanisms and appliances

  • BASIC METHOD FOR DEALING WITH THE OBJECTION “BUT” – ESSENCE
  • METHOD “LACE”
  • METHOD “BOOMERANG”
  • METHOD “HELICOPTER”
  • METHOD “CLOSING CONDITION”
  • METHOD “SURPRISE”
  • METHOD “DIVERSION”
  • METHOD “FEEL-FELT-FOUND”
  • METHOD “LAARC”
  • METHOD “LAIR”
  • METHOD “PRE-FRAMING”
  • METHOD “RE-PRIORITIZING”

ELEMENTS OF SALES – PART 1

  • A SELLING ATTITUDE
  • SIGNALS FOR PURCHASE
  • TRICKS FOR CLOSING SALES
  • TYPES AND CHARACTERS OF CLIENTS
  • CLIENT ROLES
  • SELLING WITH “NO”
  • CHARACTERISTICS AND BENEFITS

ELEMENTS OF SALES – PART 2

  • REFFERENCES AND OPINIONS
  • LISTING BENEFITS
  • METHOD “LOCATE” – THE MODERN SALE
  • THE TRAP OF “SELF-CLOSURE”
  • “FUNNEL” OF SALES
  • TRADE TRAINING AND AUTOTRAINING
  • TRADE WISDOM
  • SELLING WITH QUESTIONS
  • SELLING WITH “SUPPORTIVE ENGAGEMENT”
  • SYSTEMIZED SALE
  • THREE MAIN TYPES OF CLIENTS
  • THREE RULES FOR APPEARANCE
  • USP – UNIQIE SELLING PROPOSIOTION

NEGOTIATIONS IN SALES

  • DEFFINITION OF THE PROCESS “NEGOTIATION”
  • NECESSARY NEGOTIATION SKILLS
  • STYLES AND COMMUNICATION IN NEGOTIATIONS
  • DOMINATION OF SENSES – RATE AND COMBINING
  • STRUCTURE OF THE TRADE NEGOTIATION – PHASES
  • PREPARATION FOR NEGOTIATIONS – THE BACKGROUND CHECK
  • DEFINING NEGOTIATION GOALS AND IFP
  • GIVING A PROPOSITION FOR NEGOTIATIONS
  • GIVING AN ANSWER FOR NEGOTIATION PROPOSITION
  • ANSWER OF A TACTICAL MOVE IN NEGOTIATIONS
  • CLOSING THE NEGOTIATIONS
  • DEALING WITH CONFLICTS IN NEGOTIATIONS
  • KEY-ACCOUNTS NEGOTIATIONS
  • BAYER TACTICS

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This Sliding Bar can be switched on or off in theme options, and can take any widget you throw at it or even fill it with your custom HTML Code. Its perfect for grabbing the attention of your viewers. Choose between 1, 2, 3 or 4 columns, set the background color, widget divider color, activate transparency, a top border or fully disable it on desktop and mobile.