Mastering in B2B Sales training centre in Bangladesh

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Mastering in B2B Sales

  • Date : 11 - 24 April 2020
  • Duration : Evening(06:30PM-9:30PM)
  • No. of Classes/ Sessions : 4 Sessions
  • Class Schedule : Monday & Wednesday
  • Total Hours : 12
  • Last Date of Registration : 9 April, 2020
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.
  • (10% Discount on Bkash payment & 25% Discount on EBL card payment)

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.

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 15 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 ‘Head of Sales – iPhone’ to Union Group (Exclusive Authorized Distributor of Apple in Bangladesh). He is the first Apple Business Manager in Bangladesh to drive iPhone and iPad business for Distributor. Mr. Evan has set up robust distribution and retail channel in the big towns. He designed and developed Corporate Sales Team and operators business for iPhone and iPad. He attended an extensive and exclusive training program on ‘Sales and Distribution’ arranged by Apple Singapore also trained on Apple Global Business Reporting System (AGBRS). He maintained liaison with Apple Singapore office.
After that Mr. Evan has served as Head of Business and General Manager of Lenovo smartphones and tab business to Smart Technologies (BD) Ltd. He performed as business key contact person and responsible to operate the whole business. Distribution sales channel across the country, B2B and alternative sales channel, e-commerce/online sales and strategic business relationship with chain shops has been developed under his supervision. He guided all sorts of marketing activities e.g. products’ pricing, package and incentives scheme for retailer and distributors as well as consumer, ATL and BTL communication, POS decoration designing, trade marketing materials, distributor and retailer meet and awarded to best one etc. He also maintained liaison with Lenovo principal office in Delhi.
Earlier Mr. Evan served Robi Axiata Ltd. in Business Sales and Service division. In Robi he played multiple job roll e.g. Kay Account Manager; Manager, Large Corporate; SME Business 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. Mr. Evan has conducted a market research on ‘Bangladesh Device Market and 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 to 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 to Begum Rokeya University, Rangpur on ‘Career on Sales and Marketing’
Mr. Evan has conducted more than 500 training sessions which covered around 4,000 hours and 8,500 participants of Prominent Local and Multinational Companies. Apart from training, he serves as consultant to corporates e.g. corporate revamp and working process, business operation policy, company profile, product profile, company website etc.
He has 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.