Sales Forecasting: Tools and Techniques
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through pipeline management and key account management on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: service recovery is usually the moment that decides whether a customer stays, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with negotiation in sales, upselling and cross selling and customer retention in their own organisation.
What delegates leave able to do
- Put negotiation in sales on a footing they can defend to a reviewer, measured against consultative selling methodology
- Make a decision about upselling and cross selling without waiting for a specialist
- Bring customer retention into line with current good practice
- Explain sales forecasting to someone who does not do the work
What the course covers
- Pipeline management
- Key account management
- Negotiation in sales
- Upselling and cross selling
- Customer retention
- Sales forecasting
- Consultative selling
Who should attend
- sales representatives
- sales managers
- service desk staff
