Information: The last two years, caused by deep international economic crisis, saw a market slowdown and a major difficulty for the companies keep expanding their operations in the territory. In particular, industry sales declined due to a request for more aggressive now necessary to continue to develop the new and keep existing customers. It becomes necessary then training interventions towards more competent and capable salespeople and teach them the basic techniques of sales, and training them through exercises that strengthen their ability to conduct the negotiations. In addition to making effective the work done on the sellers, the sales manager must be trained on the basic principles of sales management in order to create an effective and productive team
aim of the project:
1. Sellers formed on the principles of sales that help customers leverage the company's products on an ongoing basis and that they can easily develop new customers in the territory assigned to them
2. Sales Managers can create and maintain successful salespeople
Summary of Project:
Quello che segue è la sequenza concisa degli interventi esposti nel programma così che possano essere visionati con facilità e rapidamente. I passi sono comunque dettagliati nelle pagine successive:
1. Analisi del Potenziale esistente: La diagnosi è in poche parole un’analisi approfondita della forza vendita. Viene compiuta tramite un’analisi della meta che ci aims to achieve, then placed in relation to the potential of individuals in the group and with their level of motivation. The diagnosis phase can highlight what resources are available for sale to achieve the goals set, and if these sales resources are used optimally to achieve the commercial that the company has set itself.
2. Course Advanced Techniques for Sale: The course is a guide addressed the practical application of the characteristics and strategies of the top sellers and how to develop them in themselves. The sellers get a higher charge and learn to work more vigorously to the market. To make it more effective and allow the ability to interact with is better to keep it to groups of sellers and not the whole of the sales force together.
3. Exercises Advanced Course Sales: The course is aimed at strengthening the capacity of APPLY and be familiar with the advanced sales techniques. Seller strengthens the confidence and conviction necessary to improve the closure. During the course of simulation exercises are selling a pair of Sales and simulation exercises in the classroom. The aim is to increase familiarity with the advanced sales techniques acquired during the training of section 5. To make it more effective and allow the ability to interact with is better to keep it to groups of sellers and not the whole della forza vendita assieme.
4. Corso Direzione Vendite: Il corso è rivolto a creare dei Direttori Vendite (i CTA) che conoscano a menadito le tecniche di gestione e controllo di qualunque tipo di venditore e portarlo ad un alto volume di vendite. Si trattano i vari strumenti che possono essere usati per sbloccare il singolo venditore Il risultato sono venditori di successo. . Each person will receive a set of practices to do after the course to help them to "practice" in the data learned.
5. Personalized Posts: addition to the training plan referred to above will require individual interventions (one to one) to unblock difficult situations and / or strengthening of resources, particularly business-critical and strategic for the achievement of stated objectives. This according to what is found during the analysis del Potenziale.
6. Ri analisi dei risultati: A questo punto è necessario ri analizzare l’area per verificare i risultati ottenuti ed individuare le azioni che necessitano per migliorare ulteriormente la scena
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