Sales Management - Course Modules Level: Advanced Audience: Experienced salespeople and managers seeking the skills and knowledge required for a management position.

Professional career development for salespeople and managers who want to reach the top of their profession!

“Content rich, stimulating and thought provoking”

You will benefit from this course if:

• You want to become a top class salesperson
• You aspire to, or have just acquired responsibility for, leading a team
• You want to learn from masters who can demonstrate how to sell, negotiate, manage, communicate and lead
• You want to be able to download, review and keep transcripts and copies of the tuition material
• You want to develop your sales skills from the comfort or privacy of your own space
• You are able to commit a small amount of time each week to improving your skills

What you will learn:

Sales & Marketing

This 19 part video programme will, amongst other things, demonstrate the 7 stage sales process, how to use e-mail marketing effectively, how to sell at exhibitions, how to market your web site, how to get yourself out of a sales slump and how to get past gatekeepers and all this in just under 4 hours.

Negotiating

This 19 hour interactive series will take your negotiating skills to the top level. You will learn world class negotiating techniques, understand how to control a negotiation, learn how to close the negotiation successfully and how to make the most of everyday negotiations. It covers techniques for developing a negotiation plan, evaluating the opposition, and taking advantage of body language, props, timing, questions, and correspondence.

It presents strategies for gaining control in negotiation situations, and effective methods of getting past obstacles and closing a negotiation. Several everyday negotiation scenarios are explored, with tips for effective negotiation techniques to apply to these situations.

Managing your Business

If you are going sell well you will also need to manage you business cycle.

This syllabus covers the basic concepts of business management. It explores common responses to pressure and different behaviour types, determining your performance zone and vicious and vital cycles.

It also covers “3 C’s”: commitment, confidence, and control. It shows you how to develop a positive attitude, and includes instruction on using visualisation to reach your peak performance. Also covered is stress management and fundamentals of project management, including creating a work breakdown structure and effective goals and objectives, and creating a resource plan for your project.

Being a manager

Never before has your contribution as a manager been more important to your organization. This means you are going to have to lead as well as to manage.

In this 4.5 hour, 21 part video series you will learn to hire, develop, motivate and retain the right talent. Whether you are a new manager or an experienced manager on the move, you need answers and solutions, and you need them now. That's what our management programs are all about.

Customer Service

This 3.5 hour, 20 part, video course is about knowing what your customers really need so that you and your team can provide high quality customer service.  Being accessible, listening to concerns and resolving problems are fundamental when building customer loyalty. This module will provide you with the key to developing the skills to achieve total customer satisfaction.

Coaching

To be a successful team leader you will need to encourage and guide your team. This 1.5 hour, 5 part seminar will teach you to become a mentor to your colleagues, helping them to make better decisions, acquire new skills, enhance professional performance and support you more effectively in your role.

Leadership

Sell the vision! This 6.6 hour, 25 segment programme will demonstrate the key skills of dynamic leadership.

When leaders create and communicate their vision, inspire others, implement strategy and champion change, organisations thrive. This module will help you enhance your leadership ability so that you can create an environment of trust, credibility and integrity in which your sales performance will sky rocket!