Sales

 

 




    Business to Business


    Foundation Sales ManagementCustomer Relationship Management & DevelopmentIntegrated Business DevelopmentEssential Consultative Selling SkillsCustomer Development & Analysis Major Account Management


    Foundation Of B2B Sales Management

    Objectives

    To provide and aspiring sales leaders with innovative and practical strategies for dealing with their sales force challenges and opportunities.

    Benefits

    The training program layout an actionable and relevant blueprint for building and sustaining sales force success in B2B environment.

    Deliverables

    Lecturing, Video, Role Play, Case Study, Sharing, Tools, Grup Discussion

    Participants

    Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Field Work Assignment

    • Definers Execution (Designing Sales System & Structure)
    • Shapers Execution (Develop Subordinate)
    • Enlighteners Execution (Portofolio Analysis)

    Outline Materi (dua) hari

    • Leadership and B2B Sales Executive,
    • Foundation for B2B sales force excellence
    • Accelerating the sales performance : sales effectiveness drives
    • Managing the sales performance for better results

    paulpatty 2

     

     

     

     

     

     

    Fasilitator

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    Register




    Customer Relationship Management & Development

    Objectives

    To provide and aspiring sales leaders with innovative and practical strategies about developing their sales forces to discover the purpose and the need to grow within their self awareness, potential, character and activities.

    Benefits

    The training program lays out the growth challenges and growth optimization in their sales organization to achiveve their sales objectives

    Deliverables

    Lecturing, Video, Role Play, Case Study, Grup Discussion

    Participants

    Manager, Senior Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Field Work Assignment

    Develop growth scenario through :

    • Sales people growth
    • Existing customer growth
    • New customer growth

    Outline Materi2 (dua) hari

    • Sales people growth challenges
    • New customer growth challenges
    • Existing customer growth challenges
    • Growth optimization : adapting sales strategy to meet new challenges
    • Growth optimization : creating dashboard for maximize results
    • Growth optimization : achieving better sales and other division coordination
    • Growth optimization : retaining successful sales people

    paulpatty 2

     

     

     

     

     

     

    Fasilitator

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    Register




    Integrated Business Plan & Development

    Objectives

    Any aspiring sales leaders must understand why business development is the heart of every innovative sales organization to exist and to beat the competition in the long run.

    Benefits

    The training program lays out the theguideliness and tools for having creative business development plan within their organization perspectives.

    Deliverables

    Lecturing, Video, Role Play, Case Study, Grup Discussion

    Participants

    Manager, Senior Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Field Work Assignment

    Develop scenario for :

    • Sales Strategy
    • Go To Market Strategy
    • Sales Force Design

    Outline Materi 3 (tiga) hari

    • Sales strategy (I) : customer segmentation and value offering
    • Sales strategy (II) : designing the sales process
    • Go to market strategy (I) : choosing the right sales and marketing channels
    • Go to market strategy (II) : creating winning sales force culture
    • Sales force design (I) : structuring and sizing the sales force for strategic advantage
    • Sales for design (II) : designing sales territories that increase sales

    Fasilitator

    walneg s jas

     

     

     

     

     

     

    Ir.Walneg S Jas, Managing Director PT TigaPositif Paradigma, 20 tahun berkecimpung di dunia Sales Management dari industri consumer goods, pharmaceutical dan perbankan

     

    paulpatty 2

     

     

     

     

     

     

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    Register




    Essensial Consultative Selling

    Objectives

    • Membangun reputasi sebagai konsultan penjualan yang dapat dipercaya;
    • Memiliki kapabilitas untuk mengidentifikasi faktor apa saja yang memotivasi seseorang untuk membeli;
    • Menawarkan solusi yang punya nilai tambah untuk memenangkan persaingan demi mendapatkan kesepakatan;
    • Membina relasi jangka panjang untuk mendapatkan bisnis-bisnis baru di masa depan.

    Benefits

    Memahami dan menjalankan proses penjualan konsultatif secara disiplin, sistematis, dan terstruktur serta memberi dampak positif bagi perusahaan maupun pelanggan.

    Deliverables

    Lecturing, Video, Role Play, Case Study, Grup Discussion

    Participants

    Staff Sales, Supervisor , Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Outline Materi 3 (tiga) hari

    • Perubahan lanscape bisnis melalui 4C (Change, competitor, Customer, company)
    • Ciri komunikasi efektif beserta manfaat dan pentingnya
    • Mengembangkan dan kualifikasikan prospek
    • Merencanakan dan Membuat Sales Call
    • Menciptakan value dengan presentasi konsultatif
    • Responding customer’s objection dan negosiasi untuk win-win solutions
    • Mendapatkan komitmen dan membangun partnership

    Field Work Assignment

    • Sales Call Execution
    • Customer Needs Identification
    • Increasing Closing Ratio

    Fasilitator

    paulpatty 2

     

     

     

     

     

     

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    widi

     

     

     

     

     

     

    Ir.Widijatmoko, Senior Facilitator PT TigaPositif Paradigma, 20 tahun berkecimpung di dunia Sales Management dari industri consumer goods dan pharmaceutical. Berkarirdari medical representatif hingga menjabat sebagai national Sales Training Head di perusahaan multinasional

    Register




    Customer Development & Analysis

    The Objectives

    To provide and aspiring sales people to be more pro- active, creative and innovative in mapping sales opportunity in any B2B company.

    The Benefits

    The training program lays out an enduring frame work to develop a customer focused plan to seize the sales opportunity.

    Deliverables

    Lecturing, Video, Role Play, Case Study, Grup Discussion

    Participants

    Staff Sales, Supervisor , Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Field Work Assignment

    • Customer Profiling (decision maker, influencer, etc, category customer and call plannya, share, potential)
    • Connecting to customer (executing call based on customer profiling/priority)
    • Customer Development Execution

    Outline Materi 2 (dua) hari

    • Analyzing the business landscape and the basic principle in B2B selling
    • The role of salesperson in B2B selling and understanding the customer buying process
    • Integrating the buying and selling process : the 5 Cs of customer development & analysis
    • The 5-C : Collect, Connect, Create, Confirm, Collaborate

     

    Fasilitator

    walneg s jas

     

     

     

     

     

     

    Ir.Walneg S Jas, Managing Director PT TigaPositif Paradigma, 20 tahun berkecimpung di dunia Sales Management dari industri consumer goods, pharmaceutical dan perbankan

     

    paulpatty 2

     

     

     

     

     

     

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    Register




    Major Account Management

    The Objectives

    To provide and aspiring sales people that even with their limited resources and increasing competition, managing major account required a focused strategy, plan and process that will keep their big and good customers keep coming back.

    The Benefits

    The training program lays out an enduring frame work for protecting and growing the most important customer relationship.

    Deliverables

    Lecturing, Video, Role Play, Case Study, GrupDiscussion

    Participants

    Manager, Senior Manager

    Fasilitas

    Handout Materi, Sertifikat, Stationery

    Field Work Assignment

    • Develop business plan for each account
    • Develop business plan presentation and execution for each account
    • Develop business review

    Outline Materi3 (tiga) hari

    • Major account strategies/plans
    • Account knowledge
    • Company strategy/plan
    • Marketing Framework : Market/Customer Data/Competition Plan
    • Objective setting and account planning selling/negoatiation/communication techniques
    • Account Management Monitor And Review Performance Against Plans And Objectives (I)
    • Account Management Monitor And Review Performance Against Plans And Objectives (II)

    Fasilitator

    paulpatty 2

     

     

     

     

     

     

    Paul Patty, senior facilitator of PT. Tiga Positif Paradigma. He is experienced speaker and trainer with sales and marketing field background since 1980. Experiences were at field-sales , sales management , and sales training.

    Register


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