Personal Selling

Course Objectives:-Upon successful completion of this course, participants should be able to:

1. Master prospecting skill.
2. Have well established planning skills.
3. Have well established criteria needed for setting goals and sub-goals.
4. Master different communication skills and their usability.
5. Resolve area of customers' concern.
6. Close the call by getting the commitment of the customer to use your product.

Program Includes The Four Corners Of Selling: -

1-Knowledge (product-competitor... Etc.)& Marketing Intelligence 5 Rs’

2-Selling Skills.

A-Planning process, including:

Setting Objective.

Sales action planning.

Time Planning.

Time well spent.

Territory Management.

B-Communication Management.

Communication Skills Matter.

Communication Ingredients include:

Speaking

Listening

C-Handling Customers' attitude

D-Close Sales Call
3-Attitude.
4-Evaluation.

Key Account Management

is estimated to be 7x easier to sell to an existing account than it is to open a new account.
A company’s customers are their most critical asset and planning for their success is critical.  Revenue concentration, whereby a small number of accounts contribute the majority of the revenue, is the norm in today’s marketplace. These key account revenue streams need to be defended and expanded. sales geographies, other companies, even other industries.
Key Account Planning is focused on determining an account’s attractiveness score, performing an account opportunity assessment, recruiting the identified customers into a key account program, and growing the revenue, profits, and satisfaction levels with this set of customers.

Key Account Programs Produce the following Benefits:

1. Higher customer loyalty
2. An increase in revenue from key accounts
3. Lower customer churn
4. Better product mix

Introduction Of Selling Skills

Nowadays, selling skills are very important for people working in personal selling and/or personal promotion; Find her an introduction of selling skills.
Would you please contact me whenever you have any comment / concern.