Effective Sales Team Management

 Training on
Effective Sales Team Management
24-25 January 2015
 

Increased competition in commercial and organizational setting has necessitated an advanced understanding of how to convey ideas or products favorably to others. By securing a measurable outcomes or sales, participants will be able develop and manage sales strategies and to ensure future sales opportunities are maximized.  This course is designed such that participants will have increased confidence in themselves and their profession through understanding the characteristics and all the success factors for being a sales professional and for managing sales team.

COURSE OBJECTIVES
Upon the completion of this two-day training, participants are expected to:

• Understand the essential tools for selling
• Effectively deploy sales force and sales channels
• Set sales target effectively
• Be aware of techniques for hitting sales targets
• Effectively manage sales budget for sales team

COURSE CONTENTS
Module 1: Introduction to sales team management 

• Essentials of sales management
• Sales Team Aspiration

Module 2: Fundamental Tools for Selling

• Outlet List
• Call Card
• Routing Plan
• Calling Techniques (Step for Visiting Customers)

Module 3: Route to Market

• 80/20 Rule
• Numeric and Weighted Distribution
• Sales Force Deployment Methodology
• Sales Channel Strategy
• General and Modern Trade
• HoReCa

Module 4: Techniques for Sales Target Setting

• Total Market Size Analysis
• Corporate Market Share Analysis
• Corporate Value Share Analysis
• Segment Share Analysis
• Brand Share Analysis
• Target Setting

Module 5: Tips for Hitting Sales Target

• Trade Promotion
• Point of Sales Material
• Display Incentive Scheme
• Mystery Shopper Program
• Below the line Ads
• Above the line Ads
• Consumer Promotion
• Consumer insight and Trade Insight Input
• Product Strategy Alignment
• KPI and Sales force Incentives

Module 6: Sales Budget Management

• Fixed Cost
• Variable Cost

TRAINER PROFILE

Mr. Chhauy Pisal is an MBA holder from Lim Kokwing University and BBA from Royal University of Law and Economics. He has intensive experiences in the fields of marketing and sales management and currently works as the marketing manager of Huotraco International Limited.  Mr. Pisal is one of the specialists in marketing and sales, and his working histories just prove his expertise. Following are his experiences in both international and local corporations:

• Head of Marketing at Royal Media Entertainment Corporation (One TV)
• Trade Marketing Development Senior Manager at Hello Axiata
• Sales and Marketing Manager at DKSH
• Senior Brand Manager at DKSH
• Brand Manager at British American Tobacco Cambodia
• Areas Sales Manager at British American Tobacco Cambodia

WHO SHOULD ATTEND?
This essential training is specially designed for sales supervisor or sales managers who lead sales team to push company’s sales.

COURSE DETAILS

Date:                24-25 January 2015

Venue:             Hotel/Restaurant located in Phnom Penh

Time:                8 am- 5 pm

Language:       Khmer

Fee:                 US$ 200 (Exclude any Taxes)

Early Bird:       US$ 180 (Register before January 16)
The Fee includes: Lunch, Refreshment, Materials and  Certificate. 

Educational Development Institute (EDI)
#22, St. 51┴154, Sangkat Phsar Thmei III, Khan Daun Penh, Phnom Penh.
Tel: 023 966 967 / 015 728 123/ 017 59 46 19/ 015 729 123
Email: info@edi-cambodia.org  / training@edi-cambodia.org