OBJECTIVE - to acquire skills and competences for effective sales                                                                         

TASKS:                  

• To develop understanding of sales process
• To master sales techniques
• To work out key skills of working with clients

PARTICIPANTS - sales managers, sales representatives, merchandisers

IN THE PROGRAM:          

Induction - place and role, competence, sales process structure

Planning and preparation – knowledge required, objective setting, visit preparation

First visit and introductory part - first impression, company presentation, mission of the visit

Identification of needs - types of questions, the principle of "bailer", IBS and connecting phrase

Presentation and argumentation - characteristics, features and advantages, benefits

The final step - "buy signal", types of signals, closing techniques

Objections handling - “true” and “false” objection, attitude to the objections and overcoming techniques

SKILLS TO BE DEVELOPED:            

Analytical, presentation, planning and organisation of work, self-confidence

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