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Complete Salesperson: The Seven Traits

By: Tom Associates  

Lagos State, Nigeria

09 - 13 Oct, 2017  5 days

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NGN 162,750

This Complete Salesperson: The Seven Traits will discuss the following:

  • Sales Competence
  • Commercial Knowledge
  • Business Development Capabilities
  • Bidding and Tendering
  • Application of Excel in Sales
  • Use of Digital Media
  • Presentation Skills.

Course Contents

DAY ONE Sales

Competence

  • Personal traits:
    • external focus
    • internal focus
    • flexibility
    • self-control

The 80% salesperson's handicap

  • Success aspirations
  • Mastering cost-value balance
  • Handling resistance:
    • if it's a doubt
    • if it's a misunderstanding
    • if it's real
  • The A-B-C of sale closing
  • Building customer relationships that endure
    • 3A = 3P
    • open lines of communication
    • mastering customer equity
  • Focusing on metrics that matter
  • The salesperson's Force-Field analysis.

DAY TWO

Business Development Process

  • What is trending - spot development potentials
  • Build a credible market position
  • Track individual contributors for commercial accomplishments
  • Bidding and Tendering
  • Write business proposals
  • Negotiate successfully.

Commercial Knowledge

  • Cash sales and cash flow
  • Business growth
  • Pricing power
  • Margin and profit
  • Revenue Generation - Focus on what makes the business Money.

DAY THREE

 Application of Excel in Sales

  • Understanding Spreadsheet
  • The Menus
    • A snapshot
    • Home Menu
    • Insert Menu
    • Page Layout Menu
    • Formulas Menu
    • Data Menu
    • Review Menu
    • View Menu
  • How Excel Handles What You Type o Data in Excel
  • How Are Charts Made
    • Column Chart
    • Line Chart
    • Pie Chart
    • Bar Chart
  • Sorting and Filtering for Report Making
    • Sorting
    • Filtering
  • Freezing Panes for Report Viewing.

DAY FOUR

Use of Digital Media

  • The Digital Marketing Platform
    • What really is digital marketing?
    • Digital marketing vs Traditional marketing
    • Recent trends in the global business and marketing world
    • The components of Digital Marketing
  • Social Media Marketing
    • Social Media fundamentals
      • What really is social media?
      • How did the social media come about?
      • How does the social media work?
      • What are the current global trends for businesses?

DAY FIVE

Business Pitch and Presentation

  • Sales presentation
  • proposals presentation
  • reports presentation
  • technical lecture
  • Motivational speaking.
5/7 Alade Lawal Street, Off Ikorodu Road, Anthony Village, Lagos Oct 09 - 13 Oct, 2017

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 162,750.00
(Convert Currency)

08033019120

3 – 4 participants: 5% discount 5 or more participants: 10% discount
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