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Sales Management
A targeted training program, which focuses on managing the sales team effectively

Target Audience

Sales Team leaders, Sales Managers / Directors and Commercial Directors

Training Goals

  • to increase sales performance and effectiveness key indicators
  • to increase the sales unit operating profit
  • to improve the skills of the sales team members

 

Contents

  • The role of the sales team leader
  • Sales and operating profits 
  • The contribution of sales in the sustainability of the business entity
  • Designing and using the commercial strategy and sales promotion actions 
  • Customer service standards and processes, customer satisfaction indices, loyalty programs 
  • Material and moral reward / motivation systems
  • Monitoring active selling systems – criteria for effectiveness
  • Seeking sales opportunities: maintaining / making good use of the customer base, regaining "lost” customers, attracting new potential customers
  • Managing of call-back systems and sources of potential customers / sales leads – providing guidance for the team’s action plans 
  • Managing the sales team, goal-setting and providing feedback aiming at improving further the sales conversion and sales performance indices of the team


Training Methodology

  • short presentations with practical examples
  • group exercises / presentation on major items of sales systems, procedures and sale performance indicators
  • continuous role-plays covering all the key elements of the sales management function 
  • individual personal feedback

Duration and Participations

2 x 2 training days (4 working days – 32 training hours) in groups of 6 participants

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