About Workshop
Corporate Sales Management has emerged as a very significant wing of todays sales management. It requires the corporate sales team to get equipped with appropriate concepts, skills and competencies to win in the market place. Among various types of products and services, Corporate Sales Management has been found to be more relevant to Consumer Durables, Capital Goods, Electrical Products, Automobiles, Real Estate and Services like Banking, Insurance, Telecommunications, Information Technology, CNG Conversion, Advertising etc. Its application however, is very limited in Fast Moving Consumer Goods where Distribution and Merchandising are the keys. Corporate Sales Management is not a one off sale after which the salesperson can wash his hands and rush to find other new customers. Rather with proper after sales service, ongoing verbal and written communications, occasional inter-face, the customer turns into a virtual revolving high value sales contributor as a Key Account lasting over years and in some cases decades. An effective corporate sales team can transform the performance of a business corporation in a short period of time. This training is designed to impart necessary skills and conceptual understanding of Corporate Sales Management to the participants. It is suitable for Corporate Sales Management Teams involved in the business domains mentioned above. It is expected that after attending the training, the participants will be able to increase their corporate sales very significantly using the tools, techniques, ideas, concepts and the global best practices drawn from the real world of corporate sales.
Workshop topics to be covered:
Session – 1 (0900-1000)
The World of Marketing & Corporate Sales Management:
Brand Marketing & Trade Marketing
Sales management by Product Category:
• Fast Moving Consumer Goods (FMCG)
• Consumer Durables
• Capital Goods
• Service
• Social Cause ( Including Not For Profit )
• Corporate Sales management – Scope & Applications
Session – 2 (1000-1045)
Identifying Customer Needs & Expectations
Session – 3 (1100-1245)
Delivering Customer Expectations & Measuring Results
Session- 4 (1315-1500)
Case Study 1 - Strategic Mistakes in Corporate Sales Management
Case Study 2 - Common Mistakes in Corporate Sales Management
Case Study 2 - Recovery Measures for Damage Control
Session – 5 (1500-1530)
Distribution of Certificates & End of Workshop
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