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.
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 Ks 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:
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