About Workshop
A Full Day Training Seminar specifically designed with a practical and motivational thrust for Sales Managers, Executives and Supervisors to acquire a Marketing orientated approach and develop Sales Management and Supervisory Skills through the Management by Objectives System, Leadership, Motivation & Team Work.
WHY THIS COURSE IS IMPORTANT?
In a highly competitive Business environment, managing the total Selling function effectively becomes increasingly important. It is a specialized field which demands a high degree of professionalism.
This is the Need of the Hour!
A disciplined, highly motivated Manager is a definite asset to the organization. Thus, he should be a well trained person with a high degree of knowledge and special skills, over and above normal technical knowledge. His ability to get results from a group through effective man-management, motivation and building a healthy Human Relations environment, is far more important than individual brilliance.
The Modern Manager is not a Boss but a Leader of the Team.
This intensive Training Seminar has been carefully designed and developed over the years, to achieve this objective. The methodology employed will facilitate effective interaction and develop a positive approach:
To maximize Sales & Profits through improved Productivity.
COURSE HIGHLIGHTS
This Seminar offers a 12 - point Benefit Formula. At the conclusion of the Seminar Participants will be able to:
• Realize: The need for Professionalism in Competitive Business
• Focus: On Skills, Knowledge, Disciplines & Leadership vital for Management
• Understand: The new role of a Sales Manager and total Marketing orientation
• Comprehend: The Modern Concept of Marketing & Elements of the Marketing Mix
• Focus: Vital Background Knowledges & Disciplines in Professional Selling.
• Comprehend: The 4 K’s – Company, Market, Trade & Product
• Focus: On Management disciplines vital for improved Productivity
• Employ: The MBO system in professionally managing the Sales Operation
• Understand: The Principles of effective Leadership and their application
• Identify: Their own Style of Leadership and select the effective Vanguard style
• Motivate: Own Self & Team Members to achieve Selling Goals
• Develop: Skills in the art of effective Team Building
Workshop topics to be covered:
OPENING FORMALITIES
Registration
Welcome / Introduction of Course Director
MODULE I - PROFESSIONALISM & THE MODERN SALES MANAGER
• Professionalism & The Competitive Business Environment
• The Professional Role of the Modern Sales Manager
• Focus on – Knowledge, Skills, Disciplines & Leadership
• The Need for A Total Marketing Orientation
• Man Management & Maximising Productivity
MODULE 2 - MANAGING THE SALES OPERATION – THE MBO WAY
• Lee Kim's Marriage & Management Disciplines - CASE STUDY
• Presentations by Group Leaders - EXERCISE
• Analysis of Lee Kim's Marriage - DISCUSSION
• Managing the Sales Operation – The MBO Way
• Establishment of Objectives
• POMAR – The 5 Point Management Plan
MODULE 3 - PROFESSIONAL SALES – KEY FOCUS AREAS
• Sales Manager - Mr. Quick Silver - CASE STUDY
• Presentations by Team Leaders - EXERCISE
• Analysis of Presentations - DISCUSSION
MODULE 4 - LEADERSHIP, MOTIVATION & TEAM WORK
• Perception - EXERCISE
• Pre-Course Assessment of Leadership - EXERCISE
• What is Leadership?
• Discover Your Style of Leadership - EXERCISE
• Styles of Leadership & The Vanguard Approach
• Some Aspects of Psychocybernetics
• Developing A Winning Attitude
• Open Forum & Seminar Evaluation - DISCUSSION
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