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Negotiating Skills & Establishing Strategic Alliances

About Workshop

A highly interactive 2 days long Training Seminar, specially designed with a practical and motivational thrust for Sales Personnel, to develop a professional approach towards Salesmanship and enhance Negotiating Skills by establishing strong Strategic Alliances to maximize Sales and Productivity. WHY THIS COURSE IS IMPORTANT? In a highly competitive and fast-changing Market, effective Salesmanship and Negotiating Skills through by establishing Strategic alliances, become increasingly important. It is a specialized field which demands a strong professional approach. The Salesmen of today should be able to: • Plan effectively • Execute aggressively • Develop Negotiating Skills through Strategic Alliances • Manage Operation with a Marketing orientated approach • Formulate Professional Selling Strategic and Techniques A disciplined, result-oriented Salesman is a definite asset. He is the vital link between the Organization and the all important Customer - a key figure in a successful Marketing operation. The success or failure of a Product largely depends on the quality of the Salesman's negotiating skills. Thus, he should be a well trained person with a high degree of professionalism. He should have strong Selling Skills and the ability to maintain and strengthen Customer Relations based on clearly defined objectives. Today, there is a great demand for top-notch Salesmen. It is the need of the Hour! COURSE HIGHLIGHTS This Seminar/Workshop offers a 12 - point Benefit Formula. At the conclusion of the Seminar Participants will be able to: • Realize The need for Professionalism in Modern Selling • Identify Key Focus areas - Knowledge, Skills, Disciplines and Leadership • Focus On the importance of Teamwork for Productivity • Understand The importance Negotiating skills & Needs - based selling • Identify The 4K’s in Professional Selling– Company, Market, Trade & Product • Focus On developing the art of Negotiating to improve productivity. In Sales. • Identify The High Potential Customers & Develop Customer Profiles • Develop The Art of Establishing strong Strategic alliances. • Tackle Customer Objections with Tact & Diplomacy • Identify The Buying Reasons & the Key Factors in the Buying Decision • Focus On the 3 P’s in Selling - Personality, Prospecting & Pre-Approach • Employ AIDA & other Selling Techniques for Successful Negotiations.

Workshop topics to be covered:

9.45 * REGISTRATION • SEMINAR OBJECTIVES & COMPANY’S VISION • INTRODUCTION OF COURSE DIRECTOR • PROFESSIONALISM & THE COMPETITIVE MARKET • THE SALESMAN’S NEW ROLE AS A PROFESSIONAL • PROFESSIONALISM – KNOWLEDGE, SKILLS, DISCIPLINES & LEADERSHIP • THE ROLE OF THE SALESMAN IN THE TOTAL MARKETIING OPERATION • “CO-OPERATION IN SILENCE" - ICE BREAKER • PRESENTATIONS BY TEAM LEADERS - EXERCISE • ANALYSIS OF PRESENTATIONS - DISCUSSION • POWER OF TEAMWORK & FACTORS AFFECTING TEAMWORK • THE “TOP TO TOP SELLING STRATEGY FOR KEY ACCOUNTS 12.00 TEA BREAK • THE MODERN MARKETING CONCEPT & PROFESSIONAL SELLING • THE ROLE OF THE CUSTOMER IN THE MARKETING OPERATION • THE ELEMENTS OF THE MARKETING MIX & THEIR APPLICATION • MARKETING ORIENTATION Vs. SELLING ORIENTATION 13.15 LUNCHEON • “PERCEPTION” - EXERCISE • “ BACKGROUND KNOWLEDGE AND DISCIPLINES ” - WORKSHOP • PRESENTATIONS BY GROUP LEADERS - EXERCISE 15.15 TEA BREAK 15.35 • THE 4K’S - COMPANY, MARKET, PRODUCT, & TRADE, - • QUALITIES OF A PROFESSIONAL SALESMAN • EMPATHY & EGO-DRIVE - KEY FACTORS IN HIGH POWERED SELLING • OPEN FORUM • LEE KIM’S MARRIAGE” . CASE STUDY 17.00 ADJOURN 4 MARCH 2010 • PRESENTATIONS BY GROUP LEADERS - EXERCISE • MANAGING FOR RESULTS - THE MBO WAY • "POMAR" AND MANAGING YOUR TERRITORY • "DILLY DALLY COMPANY LIMITED" - CASE STUDY 12.00 TEA BREAK 12.20 * PRESENTATIONS BY GROUP LEADERS - EXERCISE • CUSTOMER CLASSIFICATION & THE PARETO PRINCIPLE • CUSTOMER PROFILING – FOCUS AREAS 13.30 LUNCHEON • STRENGTHENING CUSTOMER RELATIONSHIPS - WORKSHOP • PRESENTATIONS BY TEAM LEADERS • CONFLICTING GOALS & NEGOTIATING THE SALE 15.30 TEA BREAK 15.50 • SELLING TEECHNIQUES & “AIDA” • SPECIALSERVICES TO HIGH POTENTIAL CUSTOMERS • SEMINAR EVALUATION 17.00 CLOSE OF SEMINAR

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