Sales Management for Non-Specialists
2 days|Delivered on request
Sales Management for Non-Specialists is built for delegates who need to be useful in this area quickly. It starts at first principles and works through negotiation in sales and difficult conversations without assuming prior specialist training. The programme exists because sales teams are frequently trained on the product and never on the conversation, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with consultative selling, service recovery and objection handling in their own organisation.
What delegates leave able to do
- Bring consultative selling into line with current good practice, measured against consultative selling methodology
- Make a decision about service recovery without waiting for a specialist
- Spot where objection handling is failing before it becomes a finding
- Put proposal writing on a footing they can defend to a reviewer
What the course covers
- Negotiation in sales
- Difficult conversations
- Consultative selling
- Service recovery
- Objection handling
- Proposal writing
- Key account management
Who should attend
- branch managers
- service desk staff
- contact centre team leaders
- sales representatives
