Understanding Sales Techniques
Procurement Training- UNDERSTANDING SALES TECHNIQUES
This workshop is aimed at practitioners who interact with sales staff and who need to manage the procurement process
Program outline
The content will focus upon practical strategies and behaviors of sales and marketing personnel and explore what they do and why:
- Overview of marketing
- Marketing Mix
- Product life cycle and pricing
- The B2B sales process
- The sales funnel
- Traditional ‘presentational’ selling / A I D A
- Features and benefits
- Objection Handling
- Need based selling
- Maslow and buyer’s personal needs
- SPIN selling
- Strategic selling
- Rethinking the sales force
Benefits to the delegates
The delegates will be able to:
- Understand sales behaviours and strategies and develop appropriate counteracting strategies
- Avoid being marginalised by sales strategies
- Adopt selected sales behaviours in dealing with stakeholders
- Practical focus ensures that delegates return with practical tools, techniques and methodologies that they can apply straight away
Benefits to the organisation
The sponsoring organisations will benefit through:
- Ensuring the procurement process is managed by the buying company
- Anticipating sales strategies and developing appropriate counteracting strategies
Dates & Locations
This course will be available in 2011