CERTIFICATION COURSE IN FIELD SALES MANAGEMENT

COURSE OVERVIEW

There are three essential factors every company needs for effective management of sales: a sales manager, a sales team, and the customers. But how do these elements relate and what are they comprised of that makes them so important? This course will demonstrate how each element reacts to the other in order to create a valuable, long-lasting relationship. First, you will learn about the responsibilities of a sales manager, – from managing the salesforce to managing the selling process. Then, you will be introduced to the responsibilities of a field sales manager: which includes determining sales objectives, defining the scope of operations, establishing sales strategies, allocation of company resources (men and materials), supervision, and control. This also includes recruitment, selection, training, motivation, performance and evaluation.

Lastly, you will understand the components and intricacies that constitute your customers, how to attract and retain the customers, and one of the most important facts of all: how the customer dictates your overall sales plan.

At the end of the course, you will apply the ingredients and assemble your sales plan as a foundation for effective management of your sales activities.

COURSE OBJECTIVES

At the end of the course, participants will be able to:

  • set standards of performance for the sales team;
  • discuss sales organization structure;
  • improve in territory and time management, route planning, and techniques for scheduling

customer visits;

  • navigate sales force management;
  • discuss field sales control;
  • talk about selling & distribution;
  • manage sales team performance;
  • improve in leadership skills;
  • explore techniques of sales forecasting and target setting;
  • learn factors that influence profits;
  • discuss the concept of segmentation, targeting, and positioning;
  • enhance skills in coaching and mentoring
  • analyze the financial potential and performance of customer accounts;
  • improve in communicating and influencing skills;
  • enhance negotiation skills;
  • navigate competitor analysis;
  • explore customer insights strategies;
  • manage resources to meet sales targets;
  • build and leverage on team members’ strengths and weaknesses; and
  • motivate the sales team for peak performance.

Who Should Attend?

Sales Managers, Marketing Managers, Business Development Managers, Customer Service Managers, Asst Sales Managers, Sales Professionals aspiring sales management positions, Entrepreneurs and Senior Sales and Marketing Managers; and individuals and professionals who want to improve sales managerial skills.

Duration: 6 weeks [ Saturdays]

Course Structure: Hybrid: Physical, Virtual and Field Research/Seminar Presentation

Advance Sales Certification Course Period: July – August, Yearly

Your payment covers: Writing Materials, Accredited Certificate, Lunch – during physical sessions, and invitation covering one guest during convocation ceremony in a four-star hotel in Ikeja – Lagos.

For payment details, group booking, or more details, please call, 07060559429 or 08186083133.

www.thesellingchampionconsulting.com. www.nigeriasalesconference.com.

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