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Sharpening Selling Skills & Effective Territory Management

  • Date : Friday, January 26, 2018
  • Duration : Day(9:30 AM-5:30 PM)
  • No. of Classes/ Sessions : 1 Day
  • Last Date of Registration : 24 January, 2018
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.

Introduction

Objectives of these Courses:
Effective sales people are not born; effective sales professional must master techniques to achieve success. All sales professionals need to use a systematic process to achieve maximum potential.

Selling, in the old days, was largely an act of personal heroism. The key to successful selling knew the products and the customers. But this approach has little to do with the way sales are made in today's real world. Today's customers buy benefits, not products; they demand solutions which don't come in a box. They must be designed, fashioned to meet the customer's specific needs. Making such sales takes a lot more than personal charisma. Today's selling is a step by step process, which starts from Finding Potential Buyers' but not ends only at Successfully Selling the Product but Proper Following up on a Sale and lot more.

This training offers a quick yet comprehensive guide to the techniques of effective selling, prospecting, getting on the customer's wavelength, dealing with objections, negotiation, closing the sale, and more.

This training is appropriate for anyone who is involved with Territory Management and Retail Distribution of FMCG products, where you are a frontline employee, a supervisor or a manager and whether you have external or internal clients.

Training Outcomes:
The training will be conducted by keeping the following 10 points concerns in mind, so that the participants will be able to :

1. Realize : The need for Professionalism in Sales Promotion

2. Identify : The need to develop Knowledge, Skills, Disciplines & Leadership

3. Focus : The importance of developing a Sales orientation

4. Understand : The Modern Concept of Sales and Marketing

5. Enlarge : A positive approach to Needs-based Sales Promotion

6. Focus : On Background Knowledge & Disciplines in Professional Salesmanship

7. Increase : Vital qualities & Disciplines of a Professional Salesman

8. Understand : The 4K's - Market, Trade & Product & develop Tailor-made selling strategies

9. Plan : The total Selling operation more effectively for enhanced productivity

10. Develop : A positive attitude of mind which result in a Win - Win situation.

Methodology

PowerPoint and Video clips presentation, Handout/ Book, Individual/Group discussion.

Contents of Training:

Day-1
Defining Salesmanship

 Who is a salesman & his requisite skills
 9.5 Habits to be a successful Salesman
 Key Performance Indicators of a Salesman
 Key responsibilities of a Salesman

Understanding Competitive Market
 Analyzing the market
 Identify the key challenges in Selling
 Converting Information into Intelligence
 Develop winning strategy
 Constructive approaches in Selling for breakthrough results

360° Strategic Selling for Customer Retention
 Steps to create loyal clients by exploring Customer’s Needs
 Uncover new opportunities through relationships
 Prospecting - the Heart of a sales call
 Networking- Modern approaches in Selling
 Gain mindshare for more market-share

Booming Distribution
 Distribution objective
 Coverage planning- Identifying potential
 Salesman performance evaluation procedure
 Numeric & Weighted distribution
 How to ensure Sales growth
 Positive aspects of objection handling
 Efficient stock management
 ROI calculation & Distributor profitability

Day-2
Territory Management

 Need & basis for Territory formation
 Retail distribution process
 Market visit objective
 Territory Manager’s role

Power of Trade Marketing
 Introducing Trade Marketing
 Importance of Merchandising
 POSM understanding

Channel Understanding
 Differentiation of Channels
 Need for Channels

Objection Handling & Negotiation
 Positive aspects of objections
 6 sequential steps of handling an objection
 Rules for Negotiation Concessions

Team Building Skills for Professional Excellence
 What is a Team?
 How does a team work?
 8 rules for better outcomes
 A short-course on leadership

The power of phone calls
 Advantages of Tele-selling
 Telephone call handling

Implementation & Daily Task Management
 Excellence in implementation
 Daily task management
 Review and course correction

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(15% VAT is applicable in every purchase.)

Contact

9140345, 9117179 , 01847213994, 01811410862, 01926673095

workshop@bdjobs.com

This training is appropriate for anyone who is involved with Territory Management and Retail Distribution of FMCG products, where you are a frontline employee, a supervisor or a manager and whether you have external or internal clients.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.

Resource Person

Taslimur Rahman

Taslimur is currently working as Head of Corporate Business at Transcom. Before Transcom he worked for Robi as GM, Business Sales .He has been working as an external expert teacher (Guest lecturer) in different private university of Bangladesh.
In the mid-1997. Taslimur Rahman started his career in the TELCO industry; however, within a few years, with his enthusiasm, dynamism and perseverance, he successfully upgraded his career. Since then he has held many key managerial positions in the Sales & Marketing and Training & Education areas in Robi. Mr. Rahman was responsible for training of robi corporate sales (2005-2013).Mr. Taslimur Rahman has worked in the service industry for more than 17 years and carried out an extensive research in the field of human potential development and professional development. He has a vast teaching experience in first class international organization including Junior Chamber International Bangladesh, Private University of Bangladesh. He is also a certified trainer of junior chamber of international called JCIB.
Mr. Taslimur Rahman is a self-made person; his present credentials have a long history of a trial & error process. Therefore, his mission is to disseminate the techniques of excellence in both personal and professional lives among the eager learners without letting them go through any experimental process. Mr. Taslimur Rahman welcomes the enthusiastic learners to participate in the personal & professional development training, workshops and seminars. Mr. Taslimur Rahman is a certified trainer OF JCIB, certified facilitator-CSR of Bangladesh, Member of Rotary club of Dhaka central.

PowerPoint and Video clips presentation, Handout/ Book, Individual/Group discussion.