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Strategic Sales and Marketing Management Training

By: LCL Coaches Consultants  

Lagos State, Nigeria

03 - 07 Apr, 2023  5 days

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NGN 165,000

Venue: Lagos and Virtual

Other Dates

Venue Date Fee  
Lagos and Virtual, Lagos State, Nigeria 03 - 07 Jul, 2023 NGN165000
Lagos and Virtual, Lagos State, Nigeria 02 - 06 Oct, 2023 NGN165000

Creating a sales management strategy is one of the easiest ways to increase revenue and profitability. Sales management is about leading the people and Processes Company uses to sell to prospects and convert them into customers. This course is design for sales professionals who seek to improve sales planning and management competencies and skills.

At the end of the training, attendees will be able to:

  • Design and Building the right sales strategy
  • Hire the right team
  • Create the right compensation plans, territories and quotas
  • Set the right projections
  • Motivating their team
  • Track revenue against goals
  • Resolving conflicts
  • Train and coach sales reps
  • Manage processes
  • Getting the sale!

Contents

Day One

Roles and functions in the sales force

  • Key sales and marketing functional activities
  • Sales functional activities
  • Typical job functions in a sales organization
  • The sales manager or sales director
  • The Field  sales manager
  • The key account manager
  • The territory manager (or salesperson)
  • The merchandiser
  • Product promoters
  • Sales management qualities
  •  Sales manager’s personal audit

Sales structures and organization

  • Considerations in organizing the sales force
  • Developing a structure
  • Geographical, horizontal, vertical factors
  • Management span of control
  • Other organizational considerations
  • Some typical evolving organization structures
  • Developing a basic structure
  • A geographically organized sales force
  • Trade sector specialization
  • Product specialization
  • Key account management
  • Export department organization
  • Matrix organizations

Day Two

Developing a Motivating Sales Environment (Motivational management in the sales force)

  • What is motivation?
  • Why salespersons need motivation
  • Motivational factors
  • Hierarchy of needs theory
  • Goal setting theory
  • Equity theory
  • McClelland’s achievement–power–affiliation theory
  • Expectancy theory
  • Practical motivation
  • Job satisfaction
  • Demotivators
  • Motivators
  • A framework for practical motivation
  • The manager’s motivational role
  • The manager’s leadership role
  • Motivation through involvement in decision making

Sales management by objectives

  • Establishing a hierarchy of objectives
  • A hierarchy of objectives for retail products
  • A hierarchy of objectives for industrial products
  • Managing to sales objectives
  • The basic principles of establishing objectives
  • Typical focus of sales objectives
  • Checklist : Establishing a hierarchy of objectives

Day Three

Sales forecasting

  • Terminology associated with sales forecasting
  • Planning time spans
  • What to forecast
  • Typical considerations in forecasting1
  • Main methods of developing forecast
  • Current demand
  • Total market potential
  • Industry sales and market shares
  • Multiple factor index method
  • Market build-up method
  • Future demand
  • Time series analysis
  • Statistical demand analysis
  • Market sales tests
  • Expert opinion2
  • Marketers’ opinions201Surveys of future buying plans
  • Other considerations in forecasting

Day Four

Sales forecasting (Cont)

  • Inflation
  • Seasonal trends
  • Cyclical trends
  • Random Fluctuations
  • Product life cycles
  • Developing a practical market forecast
  • Information inputs for forecasting
  • Tabulating data and projecting trends in moving annual formats
  • Moving annual data
  • The ‘Z’ chart in monitoring performance
  • Forecasting from moving annual total data
  • Problems in using trend data based on past sales
  • Building forecasts from local market sales data

Day Five

Communication in the sales force

  • The role and purpose of communications
  • Purpose and means of communicating
  • Means of communicating
  • How to communicate
  • What to communicate
  • Essential information
  • Optional information
  • Whom to communicate with
  • Style of communications
  • Sales bulletins and other memoranda
  • Who communicates with the sales force
  • Frequency of communications
  • Sales bulletin content
  • Structure of sales bulletins
  • Audio, visual and computer media communications
Lagos and Virtual Apr 03 - 07 Apr, 2023
Lagos and Virtual, Lagos State, Nigeria 03 - 07 Jul, 2023
Lagos and Virtual, Lagos State, Nigeria 02 - 06 Oct, 2023
NGN 165,000.00(Group Registration Discount Applies)
(Convert Currency)

Mr. Olusina Lajorin 08033241313, 09026713101

Group discount apply
Executive Coach Olusina Lajorin

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