|Training Methods:||Action Learning Seminar and Workshop|
|Course Venue:||USA West: Las Vegas, NV. Los Angeles, CA. San Francisco,
CA. Seattle, WA.
USA East: Chicago, IL. Houston, TX. New York, NYC, NY. Washington, DC. Miami, FL.
|Course Duration:||4 days (2 days seminar + 2 days project)|
|Course Times:||9:30 AM - 3:30 PM|
|Course Dates:||Management Training Courses Calendar|
|Group Discounts:||10% for 2 delegates. 15% for 3 or more delegates. Government and non-profit delegates receive up to 25% discount for 4 or more delegates. Valid only for Las Vegas venue.|
|Course Options:||Available on client site for a group of 5 or more delegates. Contact us for customization of training topics and duration or one-to-one coaching.|
|Course Advantage:||Client Testimonials. Training Excellence. CEO Club|
CMO & CSO sales management team, including senior account managers, business development managers, senior sales executives, sales managers, entrepreneurs and management consultants.
Note: This training course is designed for government and corporate professionals. We do not accept students seeking initial employment, postsecondary education or initial licensing programs
Provide 360 degree view of the strategic sales, business development and account management functions to identify potential management blind spots and improvement areas
Align business strategy, marketing and sales management
Review the sales management framework, best practices, analysis and decision making models and tools needed to formulate and implement successful sales programs
Offer experiential analysis of the challenges of sales managers and their sales teams in implementing the business development strategies
Share insights from the world's most successful sales managers
Analyze, and plan sales strategies using advanced sales management frameworks
Implement and monitor sales strategy execution using performance measurement systems
Create a practical framework for planning and controlling of sales communication programs
Develop the strategic sales management skills and competencies. The core competencies include sales knowledge, planning, control, problem-solving and communication
Experiential action learning
25%-50% theory and 50-75% experiential project work
The development and evaluation of management skills are based on KASAC training model
Top sales management questions and challenges.
Overview of sales best practices
Demand creation vs. demand fulfillment
Solution selling vs. commodity selling
Value selling vs. product-services selling
Strategic customer profiling: What are the customer needs vs. wants? How customers behave?
Opening a strategic sales account: Initiating sales contact, pull vs. push, cold selling, networking, and referrals - What works? What does not work? When and how to contact VIP customers? How long is the average sales cycle? What is the optimal amount of customer-sales contacts? How to achieve higher success rate?
Relationship building: Selling yourself, your company, your products and services
Customer sales communications: Asking questions that sell. Providing answers that sell. Handling objections and sales barriers. Handling competitions.
Closing sales best practices: Right selling vs. overselling vs. underselling
Strategic sales management
Sales and account management lifecycle framework
How to plan, design, build, and operate strategic sales teams
Sales team structuring and organization
Forecasting and assigning realistic sales targets
Managing sales team motivation, performance and compensation
Sales management key performance indicators (KPIs)
Strategic sales mix audit (4 Ps)
What product and services? (positioning, branding, and competitive features)
What price? (pricing objectives, and elasticity)
What place? (locations, distribution, and channels)
What promotion? (MarCom, publicity, point of sales, and personal selling)
Customer Relationship Management (CRM): Pre and post-sales relationship management. What is the right level of customer care?
Top Sales Management Questions. Sales Challenges. The 10-80-10 Rule of Sales Management. Sales Mix 4Ps (Product, Price, Place and Promotion). Customer Research. Customer Relationship Management. Branding. Competition. PEST Analysis. Strengths, Weaknesses, Opportunities and Threats (SWOT) Analysis. Competitive Advantage. Competitive Forces and Value Chain. Product Lifecycle (PLC). Sales Channels. Sales Best practices.
Sales Strategy: Focusing on development, implementation, and control of integrated sales strategy needed to win and retain key strategic customers
Customer Intelligence: Understanding customers to create value. Understanding the psychological aspects of buyer's behavior. How do clients make buying decisions and interpret advertising and sales messages
Competitive Intelligence: Understanding sales competitive SWOTs
Sales Communications Mix: understanding the elements of sales communication program including advertising, personal selling, media relations, sales promotion and direct sales. Understanding the decision-making process when developing promotional campaigns to support a firm's brand or product/service strategy
The management training courseware includes the following:
Participant's coursework and assessment project guide
Subject matter book(s)
Executive summary of the subject matter:
Summary of essential concepts and sales management best practices
Examples and case studies
Sales management toolkit (management frameworks, decision models, checklists, etc.)
Experiential work-based assessment project
Online resources for the completion of the experiential assessment project
Courses By Industry - Optional Customization (For Group Training):
The management training and case studies can be customized to each industry, including: government and public sector management, banking, insurance and financial services management, investment and asset management, energy, utilities, oil and gas management, trade and retail management, education management, pharmaceutical, healthcare, hospital management, construction management, real estate management, agriculture and fishery management, food and restaurant management, telecommunication and information technology management, transportation, freight and logistics management, aerospace, automotive, airlines management, hospitality management, tourism, travel and leisure management, media management, and manufacturing management.
Performance can be evaluated on the basis of individual or team project deliverables
There are no Q&A exams or tests. Candidates can choose to complete customized experiential work-based projects such as developing a relevant analysis document, management strategy, action plan or a senior management presentation
The course advisor will review the deliverables and provide improvement feedback
The evaluation is a form of management consulting and experiential coaching for performance improvement
||Training Course Registration|
3-5 Days Short Executive Courses and 1-12 Months Advanced Management Programs
Last Updated: February 3, 2021.
(C) 1998 - 2021 International Institute of Management, USA