About Workshop
A full day workshop designed with the latest development in Sales Management with an experiential relevance to the local context of Bangladesh market. This in fact, is a marked departure from the traditional management of sales, which is rather a one way, number focused activity having little or no regard as to how it impacts on the overall performance of the organization.
It is often said that the market has now become competitive and therefore, every organization needs a disciplined Sales Manager who is a good team player and knows how to push numbers. In reality the matter is not so simple. In fact, the market was always competitive, only the complexities of competition have changed. A disciplined Sales Manager does not mean anything unless the discipline induces productive results. In the same manner team playing is good but otherwise useless if there are no efforts to transform the average salespersons (which is the maximum case in most of the organizations as ‘Standard Distribution ‘) into super salesmen to match today’s market complexities.
This workshop is designed to be an appropriate forum wherein the participants are expected to thrash out thread by thread the idea of a Super Sales Manager.
Workshop topics to be covered:
Selling Concept Audit (Syndicated Exercise)
Emerging Trends of Market
Challenges of a 21st Century Sales Manager
Sales Force Skill Mix
Selling Drive by Internal Customers
Sales Force Organization
Selling Role of a Sales Manager
Sales Force Hiring (Creative Sourcing)
Sales Force Productivity Transformation
Product Matching
Price Matching/ Dual Profit Focus
Service Matching
Information Matching
Warranty Management
Relationship Focus/Consultative Selling
Role of Ethics/Position Matching
Annual Objective Setting:
Territory, Logistics, Sales Forecasting,
Target Deployment
Channel Network, Coverage, Distribution
Trade Promotion, Consumer Promotion
Consumer Contact (F 2 F)
Market Intelligence
Strategic Customer Performance Analysis
Account Specific Support
The Cost of Lost Customers
The Super Sales Manager – A Sketch (Syndicated Exercise)
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