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Strategische Verkaufsprozesse Vertriebscontrolling in der Praxis Vergütung im Vertrieb Gewinnen durch Verhandeln Sales Process Management
 
 

Sales Process Management (SPM)


Programme Overview
What is SPM? Unlike most sales training programmes, which target on presentation skills only, SPM focuses on prior positioning. The SPM programme teaches a process to discover all about your customer: All what you already know, what you don’t know, and what you need to know before you meet your customer.

Who is your customer? What is he doing? Who are the doorkeepers and decisionmakers? Are they in real charge according to their companies org-chart? How to assess each one’s level of buying influence? Are you able to meet their expectations and do you know how to determine which results will enable them to make a real good decision?

Topics and Key Elements
  • Introduction & Overview
  • CHANGE: Are you ready?
  • Buy and sell – what counts is the point of view
  • SMART goals and objectives
  • Customer analysis
  • Who is your Ideal Customer
  • Who is in charge here? Discover decisionmakers
  • The power of buying influences
  • The steps of your Sales Process
  • Track your objectives
  • Opportunity management
  • The bridge to CRM
  • SMART action plan and projectlist
  • Setting priorities – don’t ride a dead horse
  • How to manage your selling time
  • Salesmen evolution task
  • Debrief, discussion & feedback

    Advantages & Benefits
    Working on their own projects, prospective customers and current accounts, the participants develop practical and realistic strategies to achieve their personel goals based on a SMART action plan. As a result your company will lower the total cost of sales and increase turnover and profit.

    Participants
  • Field Salesmen
  • Key Account Managers
  • Sales Managers
  • Country Managers
  • Back Office Salesmen

    Methodics
    Presentation, discussion and work shops, based on participants real customer projects

    Duration
    2 days training including at least 4 interactive work shops.

    Cost & Training Fee
    Depends on customer requirements, no. of participants and location you like.

    © Reinhard F. Schlemminger / bnn / 2014
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    Das Seminar

    Sales Process Management (SPM) ist in wesentlichen Zügen die englische Fassung unseres Seminars "Strategisches Verkaufen"

    Es richtet sich speziell an Tochtergesellschaften englischer oder amerikanischer Firmen bzw. Konzerne, die in Deutschland tätig sind und die Methoden des strategischen Verkaufens implementieren und anwenden möchten.
     
       
     
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