Fundamentals of Sales Management
2 days|Delivered on request
Fundamentals of Sales Management is built for delegates who need to be useful in this area quickly. It starts at first principles and works through upselling and cross selling and service level design without assuming prior specialist training. The programme exists because customer complaints are logged far more often than they are analysed, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with objection handling, service recovery and proposal writing in their own organisation.
What delegates leave able to do
- Improve objection handling within their own organisation, measured against consultative selling methodology
- Spot where service recovery is failing before it becomes a finding
- Bring proposal writing into line with current good practice
- Make a decision about telephone and contact centre skills without waiting for a specialist
What the course covers
- Upselling and cross selling
- Service level design
- Objection handling
- Service recovery
- Proposal writing
- Telephone and contact centre skills
- Voice of the customer programmes
Who should attend
- sales managers
- key account managers
- service desk staff
- branch managers
