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Effective Sales Management Skills
The business issue of this three-day workshop was to incorporate the basic skills, techniques and functions to help sales managers effective utilize company assets and personnel towards achieving regional branch goals. The main topics of this workshop. The target audience was Sales Managers, and the content included:
- Interpersonal Skills
- Sales Training
- Hiring Appropriate Employees
- Motivating
- Counseling
- Delegating
- Planning
There were 17 objectives for this workshop which included:
- Analyze behavior styles
- Recognize social styles most likely to conflict with their own
- Blend social styles to build cooperation and team spirit
- Apply social styles to manager a branch or region
- Understand requirements for hiring potential employees
- Uncover strengths and weaknesses of potential employees
- Apply interviewing techniques
- Know when to ‘sell’ the company during an interview situation
- Understand when to apply motivational techniques
- Tie company performance to individual needs
- Use a counseling technique to review individual performance
- Use ‘style’ and ‘questioning’ skills to assess individual performance
- Understand the importance of delegating
- Manage the delegation process
- Understand the OPEN questioning technique
- Use the OPEN management tool in counseling sales personnel
- Formulate a ‘planning’ strategy to manager the branch or region
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