sales academy courses
TRANSCRIPT
Sales Academy Courses
The Administrator,
The Sales Academy
Growth Partners
P.O Box 51672-00100 Nairobi
Tel: 020 8012627 Cell: 0720 790 173
Email: [email protected]
Strategic Negotiations
Course Content
1. Negotiation Outcomes 2. Success Factors in Negotiation 3. The Effective Negotiator 4. Negotiation and Personality 5. The Power of Preparation 6. Ethics in Negotiation
Duration 2 days
Account Management
Course Outline: 1. Challenges in Account Management
2. Account Definition Criteria
3. Key Account Management Process
4. Account Management Dashboard
5. Account Planning
6. Account Acquisition Strategies
7. Account Growth Strategies
8. Defending Accounts from Competition
9. Relationship Management
10. Tools for Account Management
11. Territory Planning
12. Time Management
Duration: 2 Days
Selling to Big Companies
Course Content
1. The Big Company Buying Situation 2. Strategy of Getting into the Big Companies 3. Dealing with different buying interests 4. The Key buyer Influences and the buying motivations 5. Managing the Selling Process 6. Reach the decision makers 7. Prospecting in Large Companies
Duration 2 Days
The Frontline Sales Manager
Course Outline 1. Role of a Sales Manager
2. The Sales Managers Focus
3. Factors Affecting Sales Team Performance
4. The Sales Fitness Check
5. Key Performance Measures in Sales Management
6. Sales Planning and Forecasting
7. Converting Great Plans into Results
8. Territory and Accounts Planning
9. Territory Management
10. Effective Sales Leadership
11. Sales Force Coaching and Mentorship
12. Sales Motivation and Incentives
13. Tools for Sales Management
Duration: 2 Days
The Sales Mastery
Course Outline 1. Self Discovery: Know your Sales Personality
2. Self Motivation
3. Sales Success Behaviours
4. Sales Time Management
5. The Selling Image
6. The Sales Success Framework
7. Managing the Sales Pipeline
8. Professional Selling Models
9. Lead Generation and Management
10. Rapport Building
11. Persuasion Techniques
12. Managing Sales Relationships
13. Making Effective Presentations
14. Negotiation Skills
15. Relationship Building
16. Writing Effective Proposals
17. Leveraging the Internet
18. Sales Tools
Duration 12 Weeks (Evening /Weekend Only)
All these courses can be tailored to your unique organizational needs. For all enquiries on course contents and booking contact
The Administrator,
The Sales Academy
Growth Partners
P.O Box 51672-00100 Nairobi
Tel: 020 8012627 Cell: 0720 790 173
Email: [email protected]