sales starter academy - yoopay · he sales starter academy for professionals in industry and trade...

Commercial in confidence | © Totuba Limited | v1.0en | 16.05.19 totuba.com

Sales Academy | Program 1

Sales Starter Academyfor Professionals in Industry and Trade

Contents

1. Competency Development

2. Program Summary

3. Target Group

4. Timing & Fee

5. Program Outline

6. Registration Form

Competency Development Solution

June - July 2016 | Totuba Learning Center, Shanghai, P. R. China

Features

1. 6 Highly Interactive Sessions

2. Real-life Case Studies

3. Practical Application

4. 14 Excel-based Tools

5. Certification

https://yoopay.cn/event/totuba-sa-01-201606


Competency Development“Your mind, once stretched by a new idea,

never regains its original dimensions.”

- Oliver Wendell Holmes, Jr

ur Sales Starter Academy is designed to develop basicand advanced skills and know-how for professionals nothaving sales as an education or career background –such as engineers, customer service, finance,consultants, and of course young sales talents.

Professionals of all sorts are experts in their professionalsubject-matter areas. Especially in small- and medium-size businesses they are often asked to performbusiness development, sales & marketing tasksalongside their normal work activities.

This program caters to the specific needs of this veryparticular target group.

Sales Academy | Program 1 | Sales Starter Academy for Professionals in Industry and Trade

Customer Value

Key Account Management

Presentation & Negotiation

Marketing & Sales

Communication & Interpersonal

Program Summary

he curriculum focuses on providing structured training modules delivered by experiencedpractitioners and dedicated trainers. In highly interactive sessions participants will be taken ona journey of discovering basic and advanced Marketing & Sales skills, masteringCommunication & Interpersonal skills, practicing their Presentation & Negotiation skills andappreciating the value of an active referral network in meeting their sales, marketing orbusiness development objectives.

O

T

Target Group

his training solution is aimed at professionals withouta significant sales background – engineers, customerservice, finance, consultants, and of course young salestalent from the sectors:

Industrial Goods and Components Manufacturers Engineering and Trading Companies Technical Services Providers

T

Timing & Fee

he Sales Starter Academy for Professionals in Industry and Trade Summer 2016 is a 3-DayProgram, organized in a sequence of 4 weekly half-day trainings and 1 full-day workshop in aperiod of 5 weeks from 24 June to 21 July 2016.

Participation Fee: RMB 6,800.--/Participant (incl. Business Tax)

T




Program Outline,

Oliver Wendell Holmes, Jr

Session 1

Foundations of Successful SalesSubjects: Introduction to Customer Communication and Story-telling Skills; 7 Habits of Highly Effective Sales People; Case Studies of Highly Successful Sales People and How They Have Achieved it. Tools: Step-to-Step Worksheet

Understanding OthersSubjects: The impact of Own Attributes, Attitudes, Skills and Efforts on Personal and Organizational Success; Creation of a Sales Development Plan and more.Tools: Thinking Styles Worksheet

Session 2

Interpersonal SkillsSubjects: Developing Close Customer Relationships; Effective Meeting Preparation and Follow-up; Customer Service ExcellenceTools: Talk About Yourself Worksheet;

Building a Sales NetworkSubjects: Developing an Effective Sales Network; Leveraging Partners and Acquaintances; Developing, Maintaining and Growing Referrals; Using Tools to Drive Continuous Exchange and Personal Brand Value.Tools: Protemoi Worksheet; Asset Worksheet

Session 3

Establishing and Maintaining Customer LoyaltySubjects: The Science of Giving to Receive; Understanding and Converting Customer Needs; Excelling in Customer Care and Service; Continuously Increasing Customer Value. Tools: Give-to-Get Strategy Worksheet

Effective Positioning and DifferentiationSubjects: Building Effective Sales Positioning; Aligning Sales Positioning and Differentiation with Customer Needs, Differentiation Techniques to Make You the Only Choice; Building Consistent Personal Brand Value.Tools: Positioning Statement Worksheet

Session 4

Driving the Sales Process to Succesful ClosureSubjects: Understanding and Driving the Sales Process; Asking for the Advance; Reinvigorating Stalled Sales Opportunities; Uncovering Additional Needs and Driving Customer Commitment. Tools: Handling Objections Worksheet; Ask For The Advance Worksheet

The Psychology of Pricing and Payments; Effective Negotiation SkillsTopics: Effective Negotiation Skills Price and the Perception of Value; Effective Negotiation Skills; Preparing and Structuring Negotiation; Successful Negotiation Behaviors; Techniques for Developing an Agreement; Negotiation as a Team.

Session 5

Communicating and Selling Outside Your Comfort ZoneSubjects: Understanding and Bridging Personal Boundaries; Using The Gravitas Model to Establish Rapport and Build Charisma; Interactive Role-Play and Video Recording of Sales Pitches and Argumentation.Tools: Comfort Zone Worksheet; Gravitas Model

Dynamic Meeting Preparation and Developing Effective PresentationsSubjects: Effective Presentation Skills; Understanding Self as a Presenter and How to Improve; Developing Winning Presentations; Interactive Role-Play and Video Recording of Presentations.Tools: Dynamic Meeting Preparation Worksheet; Meeting Report Worksheet

Session 6

Key Account ManagementSubjects: Key Processes of Highly Successful Sales People; Advanced Skills for Understanding and Influencing Others; Developing Creative Value Propositions for Markets and Customers.Tools: Account Status Worksheet

Creating Sustainable SuccessSubjects: Methods to turn Objections and Difficulties into Sales; Understanding Customer Long-Term Strategies and Directions; Turning Customer Strategies into Long-Term Sales.Tools: Sales Strategy Worksheet; Pipeline Calculator



Registration Form


Company Name:__________________________________________________________________________________________

Company Address: ________________________________________________________________________________________

Contact Person: (Mr./Mrs./Ms.) ______________________________ Title: __________________________________________

Dept.: _____________________________________________ Email: _______________________________________________

Tel.: _______________________________ Ext./Direct: ____________Fax: ___________________________________________

I would like to enroll for the following course(s):

Please send me more information on these courses: __________________________________________________________

Course: Sales Starter Academy for Professionals in Industry and Trade Course No.: SA-01 Date:

Name: (Mr./Mrs./Ms.) Title Telephone Email Registration Fee

Total Fee: RMB ¥

PAYMENT METHOD (Please indicate ):

Please send the bill to:

Name: (Mr./Mrs./Ms.) _______________________________ Title: _________________________________________________

Dept.: _______________________________________ Email: _____________________________________________________

Tel.: _______________________________ Ext./Direct: _____ Fax: _________________________________________________

Transfer to bank account*: RMB ¥ ____________________________ Bank: 工行商西支行 Account Name: 拓途（上海）企业管理咨询有限公司. Bank Account: 1001207409206889742.

* Please send us a copy of your payment slip before attending this course to [email protected]. Your payment slip is necessary to confirm your seat in thiscourse.

TERMS & CONDITIONS:

Payment: Registration Fee is payable no later than 14 days before the course. Confirmation: We will acknowledge yourenrolment by letter with official invoice (发票) once we have received your Registration Fee. You will receive a final ProgramConfirmation by email and/or fax 7 days before the course.

Cancellations: You may cancel or reschedule up to 14 working days before the course, with a 20% course fee charge. Latercancellations or rescheduling are subject to a charge of the entire Registration Fee. Totuba reserves the right toreschedule/cancel any public course.

DATA PRIVACY:

Personal data submitted may be used for internal market research. Please check () the box below if you don’t want to receiveour promotional information.

Opt-out of our email

In-house programs: We are happy to arrange on-site delivery of these public courses, or to customize programs to suit yourspecific needs. Contact us for more details.

I agree to the above Terms & Conditions of Totuba Limited

Company Chop/Signature: Date:

or fill this form and send to:[email protected]

Register online:

mailto:[email protected]


Commercial in confidence | © Totuba Limited | v1.0 | 16.05.19 totuba.com

Totuba Limited Learning & Development

Totuba consultants, trainers and coaches are experienced professionals with a deepunderstanding of doing business in rapidly growing economies and have a passionfor helping organizations, who aspire to grow domestically, regionally and overseas,to achieve long-term sustainable success and to improve the effectiveness of theirleaders, managers and staff.

Leading with health.

• We enable individuals, teams and organizations to measurably and sustainably execute their strategies.

• We support organizations to develop their leadership, management, human capital and operation competency towards long-term sustainable growth and success.

• We train leaders, managers and staff to improve their effectiveness in meeting their organizations’ goals.

• We coach executives and managers to help them develop their leadership effectiveness, business management or strategic project management skills and to assist them in meeting their personal growth aspirations.

Totuba LimitedTraining & Development

T: +86-21-6339-1312F: +86-21-6385-7444

E: [email protected]: totuba.com

The framework of the Sales Academy is a

ground-breaking and highly practical

approach that has been taught to

thousands of sales people all over the

world in recent years and that has been

enabling hundreds of organizations to

excel beyond their competition.

Program 1 Sales Starter

AcademyFoundations of Successful Sales

Understanding Others

Interpersonal Skills

Building a Sales Network

Building Customer Loyalty

Effective Positioning

Driving the Sales Process

Psychology of Pricing and

Payments

Selling Outside Your Comfort Zone

Dynamic Meeting Preparation

Key Account Management

Creating Sustainable Success

Program 2 Sales Excellence

AcademySales Excellence Drivers

Opportunity Prioritization

Building Deeper Relationships

Referral Generation

Building New Accounts

Creating Demand

Effective Sales Strategy

Rituals for Sustainable Success

Program 3 Sales Leader

AcademyDeveloping Sales Strategy

Structuring Your Sales Team

Setting Sales Goals

Managing Sales Teams

Performance Management

Preparing for the Future

Program 4 Sales Academy

for Engineers and Technical

StaffFoundations of Successful Sales

Leveraging Your Strengths

Interpersonal Skills

Building a Powerful Sales Network

Building Customer Loyalty

Effective Positioning

Driving the Sales Process

Psychology of Pricing and

Payments

Sales Academy

The framework of the Sales Academy is

a ground-breaking and highly practical

approach that has been taught to

thousands of sales people all over the

world in recent years and that has been

enabling hundreds of organizations to

excel beyond their competition.

mailto:[email protected]

http://articulate-and-win.com/

sales starter academy - yoopay · he sales starter academy for professionals in industry and trade...

Documents