Sales Management in the Public Sector
3 days|Delivered on request
Sales Management in the Public Sector takes the discipline and works it through the constraints of this operating context, including service level design, difficult conversations and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with objection handling, complaint handling and key account management in their own organisation.
What delegates leave able to do
- Review objection handling and say plainly whether it is working, measured against recognised service design practice
- Explain complaint handling to someone who does not do the work
- Bring key account management into line with current good practice
- Make a decision about needs analysis without waiting for a specialist
What the course covers
- Service level design
- Difficult conversations
- Objection handling
- Complaint handling
- Key account management
- Needs analysis
- Customer retention
Who should attend
- key account managers
- branch managers
- customer service managers
- service desk staff
