Knowing the client is the fulcrum of every sales activity, starting from the presupposition that a company exists if a client exists, not if a product exists. 
For this reason the role of Area Sales is to Communicate the company and the value derivable for the Client. 

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Objectives:
In this module the principal changes of scenery, competitive context, and the new challenges linked to the sales role are widened. Those people responsible for the sales area need to have all the abilities and qualities of the salesperson and more, with the purpose of achieving sales programs, thanks to opportune management of a team often formed by very heterogeneous people. 
In their activity the job of planning, control, verification, direction and motivation of the sales team is particularly important. In this session the basis will be set for helping the company area heads to build a stronger and more compact sales force through the role and structure of the respective organization, in light of changes in client demand. 

 

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Contents
Interpersonal communication in sales
The sale as Communication of Business Value 
The sales process 
The organization of "possible" sales networks 
Commercial activity planning
The process of budget formation
The process of performance evaluation

 

 

 

Duration – 7.00 hours
The course will be held on 11 February 2011

From 09:30 to 17:30.

 

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Teacher
Raffaele Petriccione – pd for Commercial Director and senior Marketing and Sales consultant

 

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Cost of Participation
The course is offered at a variable cost: 20 places are available with prices starting from €40 (+IVA) up to €180 (+IVA)!!!!
A buffet lunch will be provided which is included in the course cost.