The Art & Science of Value Based Selling training centre in Bangladesh

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EMI EASY PAY

The Art & Science of Value Based Selling

  • Date : Friday, May 24, 2019
  • Duration : Day(9.30 am-5.00 pm)
  • No. of Classes/ Sessions : 1 Day
  • Class Schedule : Saturday
  • Last Date of Registration : 23 May, 2019
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.
  • Ifter Box will be provided instead of lunch.

Introduction

Selling product or service or both are getting more competitive day by day. Salespeople, who just merely focus on transactional view, are not going to succeed. It now requires understanding customer, client or business partner’s requirements or need perfectly and matching the products or services according to those. Salesmanship has become more of a value adding activity in this age of information and technology. This training will help the salespeople to understand the character and psychology of customers or clients, the more scientific way of handling customer objections and closing the deals more adroitly to increase the percentage of successful sales calls as experts find “Two thirds of the sales calls go in vain”.

Expected outcomes:

It is definitely expected that the participants will do better or clearly understand the following areas after the training:
 The difference between Transactional & Value added selling
 The entire range of Customers and influential way of dealing with them
 Types of objection/concern of customers and their modern handling techniques
 How to Close sales calls more effectively and confidently
 Personal traits of Salesman which creates building up rapport with customers
 How to become an influential Salesperson from an ordinary Salesperson

Methodology

This training will help the salespeople to understand the character and psychology of customers or clients.

Contents of Training:

In this interactive training the following things would be covered:

 What is selling actually from a modern perspective and do we all sell ourselves every day?
 How can a salesperson add value or is the transactional view sufficient enough for them or what else is required/Does salesmanship mean manipulation ?
 How can a salesperson become extraordinary from an ordinary salesperson?
 Is selling suitable for a salesperson or how far he or she go with it in career?
 How should a salesperson find the prospects and can create a prospecting pool?
 4 kinds of customers and the influential techniques of dealing with them
 How to deal with customer objections and is it really an objection?
 How can a salesperson make a negotiation sheet in advance before a call & its effectiveness?
 Specific methods of handling customer objections & its steps:
 Ways of being adroit in gathering market intelligence and understanding dynamics of market with competition
 Different Sales Closing techniques with examples keeping connection with the objection handled.

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All the salespeople who handle customers (Dealer, retailer, wholesaler etc.) in a regular basis directly or indirectly will be benefited greatly out of this training. It should be remembered that more complex products or services are, more consultative approach of selling would be required.

Resource Person

Md. Masuder Rahaman

Certified Sales Trainer, Learning & Development Expert

Md. Masuder Rahaman does have more than 13 Years of experience starting his career from direct Salesperson to Sales/People management, diversified training, people Development and HR areas in local and multinational Pharmaceutical, FMCG and Automotive industry. Presently he is heading the Learning & Development and Recruitment at RAHIMAFROOZ Bangladesh Ltd. Before joining RAHIMAFROOZ , he worked as Sr. Manager Training and Development in Partex Star Group, one of the largest business conglomerates in the country.

He also worked in L&D sector in Olympic Industries limited and Sanofi Bangladesh limited(Previously sanofi Aventis).Previously he had around eight years hand on experience in local and multinational Pharma companies in sales and managerial role in Opsonin Pharma and Servier international. He has conducted over 170 daylong training in many companies mostly in Sales, and in the field of basic Managerial and Leadership skills and other soft skill areas. Moreover, he also conducts training in soft skills and career guidelines in some Private universities.

He has attended a number of Trainings in home and abroad in the field of Personal development, Selling Skills, Managerial and leadership skills, Presentation skills and Train the Trainer programs (Certified Trainer from Sanofi Aventis India). Few months back he also attended the Train the Trainer certification program from Indian Institute of Management, Indore and thereby he was certified accordingly. He completed Graduation and post graduation from University of Rajshahi in 2003 and 2004 respectively. He also completed MBA (Major in HRM) from East West University in 2015.

This training will help the salespeople to understand the character and psychology of customers or clients.