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Sales Fundamentals for Sales Personnel

By: Sandhills Consulting Nigeria Ltd

Lagos State, Nigeria

10 - 12 Oct, 2016  3 days

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NGN 115,500

This training workshop teaches the participants the process of convincing someone or an organization that their services have the potential that merits spending  some of their hard-earned money. This basic sales process in addition to some basic sales tools will provide the participants what they can use to seal the deal for all sizes of service contracts.

Workshop Content/ Schedule

Day One

  • Course Opening
  • Types of Sales 
  • Common Sales Approaches
  • Getting Prepared to make the Call
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • Creative Openings
  • A Basic Opening for Warm Calls
  • Warming Up Cold Calls
  • Using the Referral Opening
  • Making your Pitch
  • Features and Benefits
  • Outlining your Unique Selling Position
  • The Burning Question that every Customer Wants  Answers

Day Two

  • The Importance of Sales Goals
  • Setting SMART Goals
  • Managing Your Data
  • Using Computerized Systems
  • Using Manual Systems
  • Using a Prospect Board. Layout and Use
  • Handling Objections
  • Common Types of Objections
  • Basic Sales Strategies
  • Advanced Sales Strategies
  • Sealing the Deal
  • Understanding when it is Time to Close
  • Powerful Closing Techniques
  • What to Remember
  • Following Up
  • Staying in Touch
  • Thank You Notes    
  • Resolving Customer Services Issues

Target Audience

  • Clerks
  • New Sales Employees
  • Junior Level Officers
  • Supervisors at all Levels

 

6,Segun Gbele Close, Off Lola Holloway Street, Omole Phase 1, Ojodu-Ikeja, Lagos, Nigeria Oct 10 - 12 Oct, 2016
NGN 115,500.00(VAT Inclusive)
(Convert Currency)

08185131363, 08061277967,

PROFESSOR PENDER GBENEDIO (CEO/ CHIEF CONSULTANT SANDHILLS CONSULTING NIG. LTD). B.Sc. Accounting, Central State University, Wilberforce, Ohio USA; MBA and Ph.D. Accounting, University of Cincinnati Ohio USA; Doctoral Secondary Fields, Finance and Industrial Management. Worked as Financial Specialist at the Corporate Headquarters of the National Cash Register Company (NCR) in Dayton, Ohio USA. He was later appointed a Professor of Accounting and Chair of the Department of Accounting and Associate Dean of the Business School at North Carolina Central University, in Durham, North Carolina, USA; Campus Dean at Strayer University, Colombia Campus, South Carolina, USA. He has taught numerous courses, multiple times in Accounting, Finance and Industrial Management. He is also a visiting Professor at Covenant University (Sango Ota) teaching Ph. D and M.SC Environmental, International and Oil &Gas Accounting. His strengths are in Accounting, Finance, Industrial Management, Functional, Soft Skills and Leadership Courses.DR. VALENCIA WESTRAY: B.Sc Ph. D in Organisational Behaviour, MBA Managements and Human Resources Management, HR and Staffing Consultant in Morgaret Business Solutions; Campus Dean, Strayer University; Faculty at South University, USA. She has diverse experience in Human Resource Management and Leadership for Women.UFOMA GBENEDIO: B.Sc Accounting Central State University, USA, MBA Management, MSc Accounting, University of Maryland, Washington DC; CFE (Certified Fraud Examiner). Worked at Anderson Consulting, USA as a recruiter. United States of America, Airforce ReserveDR. ESE URHIE: B.Sc, MBA Finance, M.Sc. Economics, Ph. D Economics Human Capital, Covenant University, Sango Ota, Nigeria. He is presently lecturing at Covenant University.DR. FOLASHADE OGUNWALE: B.Sc., MBA Accounting, Doctoral Candidate. Has worked in Bison Ltd Consulting Firm and Intercontinental Bank, and lectures in Covenant University. She has diverse experience in Training and Consultation.
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