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Course
Name:
Increase Your Sales
Information:
While in consumer sectors, the customer buys the product
off the shelf, in most business to business marketing situations,
there is a requirement to actually interface with the customer.
This interface with the customer means that managing directors,
senior personnel and sales force understand how to sell
products in a variety of situations and have an understanding
of the structure of a professional sales presentation.
Cost:
£300
Aim:
To deliver effective selling skills to a group of senior
SME personnel from the north Glasgow business community
to enable them to increase sales opportunities for their
business.
Content:
Topics to be covered will include:
Communication & Promotion
including
- The
role of promotion in the business cycle
- How
to plan promotional / communication strategy
- Defining
the target audience
- Creating
the message
- Evaluating
success
Selling
in the Sales Environment
- The
role of sales in the sales/marketing cycle
- Research
for the selling operation
- Features
and benefits
- Rules
of selling
- Clinching
the sale
- The
programme will be specifically geared to the individual
client needs and skills development in their own environment.
Objectives:
The key outcomes are a skills transfer and an improvement
of sales techniques including:
- To
be able to identify customers needs
- To
be able to recognise buying signals
- To
understand the role of promotion in the business cycle
- To
understand the role of sales in the sales/marketing cycle
- To
be able to close the sale and get commitment from the
customer
- To
make the most of the promotional budget
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