Field Sales Training

About the Course

Covering a sales territory and maximising sales from a specific area is a key sales skill. The rising cost of a personal, face to face sales call has necessitated a reappraisal of the way in which sales executives and sales managers interact and deal with customers.

A high proportion of time is spent traveling to clients and this course explores ways you can maximise the use of your time while at the same time strengthen customer relationships and increase sales in your territory. Ideally suited for individuals entering field sales for the first time and for sales executives who wish to improve their existing territory sales skills so that they truly are making the most from their limited time.

 

Course Aims & Objectives

The aim of the course is to improve your sales skills and will learn new ways to develop, penetrate and increase sales in a particular territory. Sales is a process of developing customer relationionships, identifying customer requirements, communicating and matching the benefits of your offer specifically to customers needs. You will learn techniques to open calls, present your offer more professionally, handle objections,manage difficult customers and will gain important insights in closing a sale and retaining business. This course examines your present workload to cover a geographic territory and will suggest new ways to save time and gain the most from your working day. New ways of organizing your day such as the call plan system will be introduced and other proven sales approaches will be examined and tested against your own daily routine. The outcome of this course is that you will acquire new sales skills and new territory planning skills to achieve your objectives so that you can enjoy increased job satisfaction and rewards.

 

• Field Sales Training - Course Overview
• Territory Management
• Field Sales Skills
• Prioritising Workloads & Accounts
• Time Management
• Identifying and targeting new business
• Exploiting new areas of opportunity
• Defining call objectives and Call Planning
• Prospecting and Business development
• Sales presentation skills and stages in the sales process
• Gaining the Attention of the Customer
• Opening the Call, Communications skills in telephone sales
• Use communication techniques to identify customer needs
• Presenting the sales offering
• Buyer Motivations, Matching Product benefits to Customer Needs
• Handling customer objections effectively
• Dealing with Difficult customers on the phone
• Using products to solve clients problems
• Closing the sale in a professional manner
• The alternative close, the assumptive close and minor point close
• Gaining your customers commitment
• After the sale – building customer relations to ensure repeat business
• Follow-up and Key Account Management

Methodology

After a process of group discussions, problem analysis, case studies, role-play, each participant receives a course certificate.

 

Duration and Cost

The Field Sales training two day course can be run on a one-to one basis and costs 1380.00 Euro or on a group basis at 690Euro per delegate (min 3 persons) for two days of training.

 

Scheduled Dates 2012

Jan, March, April 2012,

Aug, Sept, Oct, Nov, Dec 2012