ODI: Mastering Selling Techniques _ 15-16 March 2012

Mastering Selling Techniques

How You Will Benefit

Selling techniques refers to different methods and tools used in the profession of sales. This course will strengthen the sales professional in current techniques used as well introduce some new and innovative ideas.

• What is a Professional Salesperson – Roles & Responsibilities
• Setting and Meeting Your Sales’ Objectives - Using SMART
• Building a Communication Strategy – What Increases Your Sales.
• The Role of Customer Service in Sales – Existing & New
• Being Part of a Sales Team

Course Outline

Our training methodology is a combination of information sharing through mini-lectures, group discussion, case study problem solving, role playing and practical experience sharing which makes this an interactive hands-on course.

Module 1: Introduction to Selling

• What is selling?
• What is prospecting?
• Types of Salesmen
• The Sales Professional
• Sourcing of Prospects
• Planning an Approach

Module 1: Preparation

• Review Customer History – New or Existing
• Specific Customer Sales Information
• Promotion Programs
• Check Inventory – Know Your Products
• Check Company Sales Priorities
• Products knowledge – do you need more information?
• Uniform? Sales Kit? Other Tools?

Module 3:   Selling Steps

• Understanding the Sales Funnel
• Existing Clients versus Prospecting
• Making the Approach
• Listening to Your Customer
• Identifying Your Customer’s Needs
• Making the Presentation
• Handling Objections/Challenges
• Merchandising
• Merchandising
• Closing Sales
• Reporting

Module 4: Selling Techniques

• Why Are We Different? Why Are We Better?
• Why Are We Different? Why Are We Better?
• Communication
• Offers
• Packaging
• Partnering

Module 5: Sales Monitoring & Evaluation

• Sales Feedback Internal
• Sales Feedback External
• Assessing Your Performance
• Effective Follow Up
• Assessing Your Goals
• Relationship of Your Goals with your Company’s Goals

Module 6: Sales Objectives – SMART

• Review of Individual and Company Goals using SMART 
• Linkage back to Roles and Responsibilities of the Sales Professional
• Linkage to Being Part of “The Team” 

Course Information

Training Date               15^th-16^th March 2012

Price                           USD 190 per person (all inclusive)*

Venue                         At a hotel

Language                   Training will be conducted in Khmer, training materials will be in English

To Register or for further information:

Email: odi@odi-asia.com - A registration form will be sent to you to complete.

Phone: 023 690 8595/ 077 333 534/ 077 333 035 / 077 333 424

*Early Bird! 2-weeks early registration will be offered a discount of 5% for 1 person, 10% for 2 people and for a group registration of 5 people, get ONE MORE FREE.