Mastering in B2B Sales training centre in Bangladesh

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EMI EASY PAY

Mastering in B2B Sales

  • Date : Friday, December 21, 2018
  • Duration : Day(10 am-5 pm)
  • No. of Classes/ Sessions : 1 Day
  • Class Schedule : Saturday
  • Last Date of Registration : 19 December, 2018
  • Venue : 1745, Sheikh Mujib Road (2nd Floor), Agrabad (Nearby Hotel Land Mark), Chittagong.

Introduction

Always be closing... That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process."- Shane Gibson

A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers’ problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.
Today, however, B2B buyers are taking the lead in the sales process. They do their own research online before considering which solution might be the best fit – even when they’re making an offline purchase. In fact, much of the buying decision has been made before the salesperson ever talks to the business.
Modern B2B buyers are much more actively involved in the sales process. They are not passive participants – they don’t just trust what the sales rep says, they do their due diligence.
This training session describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips guide line for effective and consistent execution of that process to get initial sales and improve upon them.

Objective of Training Program

The Impact Sales training session, designed by trainer will help participants develop a unique understanding of the principles, strategies, sales processes and mindsets necessary to be a successful Sales Person, specific to their industry, market and situation. This training solution covers:
• Setting Yourself up for Success
• Breakthrough Mindsets for B2B/Institutional sales/Key Account Management.
• The Power of Influence - an exploration of the Psychology of Sales model
• Powerful Prospecting and Creating Business Opportunities
• Controlling the Sales Call
• Building Powerful Relationships
• The Art of Closing Sales
• Strong Key Account Management system.
• Make customer live long.

Methodology

Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.

Contents of Training:

Session: 1

• What is B2B sales?
• What is the difference between B2B and B2C sales?
• Overcoming the procurement challenge
• Selling to demanding buyers – Selling in 3D

Session:2

• Opportunity management & pre-qualification
• Bid/no bid processes & the competitive tender
• Key account management and development
• Deal coaching
• Win/loss reviews

Session: 3

• Proposal and tender development
• Winning access
• Making your proposition more compelling
• MOMT involve in B2B buying process.
• Winning access to MOMT in B2B selling process.

Session: 4

• Sales lead generating process
• Sales lead management system
• How to follow prospects.
• The only quality should have a B2B sales person that is TRUST
• How to gain trust to Prospect.

Session: 5

• Attributes and knowledge of Key Account Manager to B2B sales process.
• MUST DOs rules for KAM
• MUST avoid rules for KAM
• Key Account Management strategies.
• What can a modern salesperson do to stay ahead?
• Align sales and marketing in B2B sales

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B2B/KAM/Institutional and direct sales person, entry level and onward can participate. Entrepreneur, self-employed and owner of business are especially encouraged to attend this session. However, fresh graduates or post graduates i.e. BBA, MBA or non-business graduates who intends to build up career in sales & marketing can also participate.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.

Resource Person

M Ekhtier Ahmed Evan

Sales Management Consultant, Founder and CEO of Center for Applied Sales and Market Research

M Ekhtier Ahmed Evan has distinctive solid experience on Sales and Marketing for last 14 years in leading Multinational and National companies. He served World’s No. 1 brand as well as world’s second largest bank. He has versatile experience on 360 degree sales & marketing arena. Mr. Evan served as Business Head and General Manager of Lenovo smartphones and tab business to Smart Technologies (BD) Ltd.

Mr. Evan served as ‘Head of Sales – iPhone’ to Union Group (Exclusive Authorized Distributor of Apple in Bangladesh). Set up robust distribution and retail channel in the big towns. He attended extensive and exclusive training program on ‘Sales and Distribution’ arranged by Apple Singapore also trained on Apple Global Business Reporting System ( AGBRS)

Earlier he served Robi Axiata Ltd. in Business Sales and Service division. In Robi he played multiple job roll e.g. Manager, Large Corporate; SME Business Manager; Kay Account Manager. He had been awarded ‘Best SME Business Manager in Emerging Market’ 2014. He Explored corporate and SME sales in Dhaka, as well as other urban and rural areas during the long journey with Robi Axiata. Ltd.

Before that Mr. Evan served HSBC bank as Team Leader, Sales. He had been awarded ‘Live the HSBC Brand’2004. He also served UNDP’s UNEAS as an interpreter and protocol officer. He conducted market research on ‘Bangladesh device industry’ for a leading telecom company.

Mr. Evan has root level sales experience after that his determination, dynamism and perseverance he successfully upgraded his career that leads him to become Business Head. In student life he did few sales works e.g. Sales Executive in Phillips Pavilion of Dhaka International trade fair; Sales Executive, Visa and Master card for Standard Chartered bank through conquest; Telesales executive to Premier Resort Marketing(PRM) international etc. Mr. Evan has completed MBA (Marketing) from University of Dhaka. He served American International University of Bangladesh (AIUB) as guest lecturer on ‘Strategic Sales & Marketing on real life approach’ and guest speaker of Begum Rokeya University, Rangpur on ‘Career on Sales and Marketing’

He attended Philip Kotler session in Dhaka. He is the founding Public Relation Secretary of Dhaka University MBA Association (DUMA). Mr. Evan was Joint Treasurer of Dhaka Dhanmondi Lions Club.



Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.