At the end of this course, the participants should be able to:

• Plan the stages of the sales process, and identify and  meet the needs of the customers
• Apply negotiation-selling strategies and tactics in dealing with customers
• Recognize the importance of self-confidence, influence, persuasion, and building the teamwork spirit to the success of the sales process
• Analyzing and understanding customers behaviors
• Follow up existing and potential customers
• Work according to sales KPIs
• Achieve target sales
• Achieve customer satisfaction

Concepts of Marketing, Sales and Sales Process

• The concept of marketing and sales
• Marketing mix, promotional mix and marketing communication
• The sales process

Important Concepts in Advanced sales

• The importance of the customer to any organization
• The customer’s perception of the value offered
• Customer satisfaction and customer loyalty
• Self-confidence.
• Influence and Persuasion
• Building the team spirit

Identify the Targeted Segment for each Product or Service

• The concept of market segmentation
• The variables considered in the segmentation of the consumer market

Analyzing and Understanding Customers Behaviors

• What do customers expect from their service/products providers?
• Identifying customer needs
• Importance of consumer behavior
• Questioning skills
• Listening skills

Sales Negotiation Strategies and Tactics

• Importance of negotiation in sales process
• Sales negotiation strategies
• Sales negotiation tactics

Following-Up, current and potential customers

• Important of follow up on customers
• Best methods of following up, whether they buy or not

Sales KPIs

• Concept of sales KPIs
• Importance of performance measurement indicators
• Preparation of sales KPIs