QUERY
Hello friends,
I need your valuable input on a sales training program, below are the details :?: .
1) The audience are typical sales people (graduates)
2) Would be involved as direct sales person for selling premium shirts
Please provide me relevent topics which should be covered to train them.
Please respond ASAP
Regards :D

18th January 2006 From India , Delhi

PARTICIPATING IN DISCUSSION:
Leolingham2000
Management Consultant
Vivekp
Marketing
RAJA CSN
Consultant
Kishore2009
Vp Marketing

SALES TRAINING
VIVEK,
you mentioned , your sales people are direct selling people
could you please clarify
-whether they are sales people selling to consumers on the
shop floor
or
-whether they are wholesaling to chain stores / retailers etc
regards
LEO LINGHAM
19th January 2006 From India , Mumbai
BUSINESS DEVELOPMENT SKILLS

VIVEK,

YOUR SALESPEOPLE ROLE IS ONE OF BUSINESS DEVELOPMENT

AND NOT JUST SELLING.

THEY HAVE TO

-PROSPECT NEW CUSTOMERS

-DEVELOP NEW CUSTOMERS

-MANAGE NEW CUSTOMERS

-KEEP NEW CUSTOMERS

-SERVICE

1. BUSINESS TO BUSINESS SELLING

HOW YOU WILL SELL TO A CUSTOMER[ wholesaler / major retailers]

STAGE 1 --ESTABLISHING YOURSELF

-how you will introduce yourself to the customer.

-how you will approach the customer

-how you will create interest for the customer

-how you will grab the attention of the customer

-how you will establish rapport with the customers

STAGE 2 --DEVELOPING CUSTOMER NEEDS

-how you will you profile the customer

-how you will define the needs of the customer

-how you will probe the customers

-how you will determine the customer needs

STAGE 3 --PROPOSING YOUR PRODUCT AS SOLUTION

-how you will advocate your solution

-how you will recommend your products as a solution

-how you will sell benefits of your products

-how you will motivate the customer to make a decision in your favour

STAGE 4 --HANDLING OBJECTIONS

-how you will manage cutomer resistance

-how you will handle the customer objections

STAGE 5 - CLOSE THE SALES

-how you will seek customer commitment

-how you will help the customer to close the sale.

-how you will take the order.

==========================================

OTHER MODULES, WHICH ARE USEFUL

2.ACCOUNTS PLANNING AND DEVELOPMENT

3.BUILDING BUSINESS PARTNERSHIP

4.ANNUAL SALES PLANNING FOR THE TERRITORY.

5.NEGOTIATION SELLING



REGARDS

LEO LINGHAM
20th January 2006 From India , Mumbai
Hi Vivek,
You can cover the following topics in your sales training prg:
Developing Right Attitudes
Personal Presentation, Grooming & Dressing
Effective Communication Skills
Speaking Skills; Listening Skills; Body Language
Perceptions
Time Management
Regards,
SNR
20th August 2006 From India , Bharat
Hi, Please cover the following: 1. Selling Cycle 2. Byuing Cycle 3. Objection handling 4. Clsoing techniques 5. Grooming and Etiquette Rgds Kishore
25th August 2006 From India , Mumbai
DIRECT SALES

I WILL GIVE YOU SOME OUTLINE OF THE PROCESS,

HOW YOU WILL SELL TO A CUSTOMER.

STAGE 1 --ESTABLISHING YOURSELF

-how you will introduce yourself to the customer.

-how you will approach the customer

-how you will create interest for the customer

-how you will grab the attention of the customer

-how you will establish rapport with the customers

STAGE 2 --DEVELOPING CUSTOMER NEEDS

-how you will you profile the customer

-how you will define the needs of the customer

-how you will probe the customers

-how you will determine the customer needs

STAGE 3 --PROPOSING YOUR PRODUCT AS SOLUTION

-how you will advocate your solution

-how you will recommend your products as a solution

-how you will sell benefits of your products

-how you will motivate the customer to make a decision in your favour

STAGE 4 --HANDLING OBJECTIONS

-how you will manage cutomer resistance

-how you will handle the customer objections

STAGE 5 - CLOSE THE SALES

-how you will seek customer commitment

-how you will help the customer to close the sale.

-how you will take the order.

================================================== =====

================================================== =======

Telesales Agenda

Professional telephone techniques.

Projecting a professional image;

making effective outgoing calls;

building rapport;

voice presentation skills;

creating good first impressions on both internal and external calls.

----------------------------------------------------------------------------------------------------------

Why customers buy.

Customer transition and the psychology of buying;

how to match sales with customer needs and wants;

creating powerful ‘attention-getters’ designed specifically to improve the positioning of your products and organisation with the customer.

------------------------------------------------------------------------------------

Opening the call.

How to create impact and capture the customers interest in the first few vital seconds of the call.

Developing high impact statements and questions that keep you in control and make the customer want to listen to you.

---------------------------------------------------------------------------------------

Questioning techniques and need finding.

Using open and closed questions to uncover real customer needs.

Using questions to discover problems and create value in solutions provided by your product.

Active listening techniques; hearing the whole picture.

Paraphrasing and summarising needs as a transition to selling the benefits of your product.

-----------------------------------------------------------------------------------------------

Benefit selling.

Adding value to your product;

how to present both known and unknown benefits.

----------------------------------------------------------------------------------

Closing skills.

Watch for Buying Signals.

Closing with confidence and recognising when to close the client .

-------------------------------------------------------------------------------

Handling objections.

Understanding the types of objection; dealing with objections effectively; overcoming the gate-keeper; keeping control during a call.

Selling value. How to increase the 'average value' of each order by selling the value that matches customer needs

Cross Selling

================================================== ===========

Manage Post-Call Activities

* Keeping records and promises

* Meeting deadlines

* Managing the Customer Relationship

================================================== =========

REGARDS

LEO LINGHAM
11th December 2006 From India , Mumbai
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