Course Details
Successful Sales Tactics
24 Aug 2015
Professional Development
Sales
Manukau Institute of Technology
Faculty of Business and Information Technology
Reception, Floor 2
Corner of Manukau Station Road and Davies Avenue,
Manukau
Full Day
8.30am to 4.30pm
8.30am to 4.30pm
$563.50
including GST
including GST
Sales are at the heart of most businesses. Sales training and sales strategies need constant review to keep pace in a competitive business environment. Learn new skills and techniques to enhance sales performance with this practical one-day MIT Business Course.
You’ll learn who to sell to and how, which tactics to use, how to close the deal and how to develop an ongoing customer relationship. Whether for yourself or for your sales staff, don’t miss an opportunity to gain valuable new skills in this vital area of your business – enrol in Successful Sales Tactics now!
Who should attend?
SME owner/managers, people new to sales roles and experienced people looking to refresh their sales skills.
Outcomes
At the end of this MIT Business Course for SMEs you will:
* Have a fresh perspective of the sales process
* Confidently create a sales target list and sales plan
* Understand different sales tactics and when to use them
* Know how to manage key relationships more effectively
* Confidently analyse sales information
Training Style
* Presented by industry expert
* Real-life case studies
* Group discussion
* Action planning for your business with in-class feedback
* Post-course follow-up
Core Content
Introduction to Selling
* A review of key terms
* The sales process
* What the theory tells us about sales
Who to sell to and how
* Setting sales objectives
* Developing and managing a target list
* Setting sales criteria
* Sources of information
* Have you found the right person?
* Sales incentives
* Writing a sales plan
Sales Tactics
* Indirect vs. direct sales
* Building rapport
* Cold calling - telephone sales
* Marketing gimmicks
* Cross selling
* Competitor analysis
* Online sales techniques
* Closing the deal
Relationship Management
* Principles of relationship management
* Tools and techniques for relationship management
* Using your database effectively
Monitoring and Reporting
* What do you need to know?
* Objective and subjective information sources
* A review of sales reporting templates
* Sales ratios and financial data
You’ll learn who to sell to and how, which tactics to use, how to close the deal and how to develop an ongoing customer relationship. Whether for yourself or for your sales staff, don’t miss an opportunity to gain valuable new skills in this vital area of your business – enrol in Successful Sales Tactics now!
Who should attend?
SME owner/managers, people new to sales roles and experienced people looking to refresh their sales skills.
Outcomes
At the end of this MIT Business Course for SMEs you will:
* Have a fresh perspective of the sales process
* Confidently create a sales target list and sales plan
* Understand different sales tactics and when to use them
* Know how to manage key relationships more effectively
* Confidently analyse sales information
Training Style
* Presented by industry expert
* Real-life case studies
* Group discussion
* Action planning for your business with in-class feedback
* Post-course follow-up
Core Content
Introduction to Selling
* A review of key terms
* The sales process
* What the theory tells us about sales
Who to sell to and how
* Setting sales objectives
* Developing and managing a target list
* Setting sales criteria
* Sources of information
* Have you found the right person?
* Sales incentives
* Writing a sales plan
Sales Tactics
* Indirect vs. direct sales
* Building rapport
* Cold calling - telephone sales
* Marketing gimmicks
* Cross selling
* Competitor analysis
* Online sales techniques
* Closing the deal
Relationship Management
* Principles of relationship management
* Tools and techniques for relationship management
* Using your database effectively
Monitoring and Reporting
* What do you need to know?
* Objective and subjective information sources
* A review of sales reporting templates
* Sales ratios and financial data
Jean Barr