MN02 – Sales Management

Regardless of your business, you cannot stay in that area unless your product or service is sold. What’s more, even if you have the best products and services, if the customer doesn’t know about it, they won’t do anything at all. The only fact that sales and marketing have become inseparable day by day and that has not changed for centuries in a rapidly virtualizing market is that selling is still one of the hardest jobs in the world. Whether the decisions of purchasing are made by humans or advanced application software today, another unchanging partner of today and the past is the fact that what is sold is the value created by the customer, not the product or service itself.

In addition, customer communication that becomes more and more complex every day, the ever-increasing and diverse needs of customers, the need for planning and strategy in line with the changing dynamics of the economy and the market, the need to go beyond the competition by constantly making a difference, the rapidly developing technology and the rapidly changing value in the ever-shrinking world. perceptions, management of objections and complaints, increasing number of competitors, and barriers that even the most experienced salesperson face constantly.

This program aims to explain and internalize the concepts of sales, marketing, customer management, problem solving and strategic planning to managers and employees who want to increase their performance and success in a changing world, whether or not they have formal training in sales art and marketing science.

Prerequisite

Intermediate and senior sales managers of corporate companies can participate. A minimum of 7 years of work experience is required.

Who should attend

Anyone who wants to improve their sales skills can participate. Since the training is specific to sales managers, business and management experience is sought to protect the participant profile.

Course Content (Repetition of Information):

1. Personal management

  • Iceberg of the mind
  • The structure of the brain
  • Limbic System
  • Learning mechanism
  • Emotional Memory
  • Personality profiles
  • Personality profiling by observation

2. Communication Management

  • Rules of communication
  • Don’t listen
  • Asking questions
  • Maslow-Herzberg Motivation models
  • Behavior Under Pressure
  • Self-confident attitude – ‘Assertiveness’
  • Psychology of persuasion
  • Persuasion according to personality profiles
  • NLP EAC, body language and mood monitoring
  • NLP Verbal sub- text reading
  • Listening channels
  • I language model in conflict management
  • Saying no
  • Through the creation and handicap principle

3. Sales and bargaining management

  • Decision making problem – Game theory
  • Conflict resolution – Bargaining theory
  • Irrationality of Purchasing
  • Customer orientation – ‘Influence’
  • Customer access and sales funnel

4. Basic marketing and strategy management

  • 5 ‘ P of marketing
  • Market position and Ansoff matrix
  • Product-source relationship and BCG model
  • Product life cycle
  • Need and market balance through marketing
  • Pareto theory and customer loyalty
  • SWOT – TOWS: Strategic analysis and planning
  • Competition and value chain
  • Who is the customer, what to expect ?
  • Root cause analysis in problem solving

Scope of Application

  • Case studies
  • Individual feedback and evaluations
  • Closure
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Enrolled: 8 students
Duration: 3 Gün
Level: Başlangıç

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