Answers to handle faster competition, technological change,
smarter clients and tighter budgets. Leading Edge Techniques
and Tools for Sustainable Competitive Advantage
Leading & Managing
the Sales Team
Keep pace with all the issues
that are revolutionizing sales
force management today
SEPTEMBER 27-28 2001 w CENTURY HOTEL w KUALA LUMPUR

Make it happen with
Steven Lesser
Highly Acclaimed Industry and Services Strategist Worldwide
Widely Published Author on issues affecting Business and Industry

98% of participants rated the overall quality of the workshop as either “excellent” or “outstanding”
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100% of participants stated that they would recommend this program to others in their organization!
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why you should attend
who should attend
Course Content
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W H Y  A T T E N D

Anyone with a distribution network today faces unprecedented challenges...
  • Eroding market share due to compe-tition from “non-traditional” retail and services institutions, such as on-line E-retailers...
  • The emergence of powerful new competitors from consolidations within industry... 
  • Increasing pressure to “do more with less” through cost-cutting and streamlining expenses...
In the face of these challenges, at the bottomline, business is about sales in order to thrive. The existence 
of a sales team is non other than to fulfill that mission. A strong sales force is the lifeline of your company. A weak sales team, a liability which slowly eats out your company's resources.

A hands-on training program for Team Leaders and Managers who manage salespeople. The program focuses on giving you the skills and processes to lead, motivate and coach sales teams to reinforce effective sales behaviors in order to maximize the effectiveness of their time with the customer.

Specifically, you will be able to work more effectively with team members to help them:
•   Increase the quality of their account strategies
•   Improve their call plans to help achieve their strategies
•   Apply the skills for making high-quality calls consistently in every customer interaction 
 
 
Program Benefits

As the team leader, you will be able to

  • Learn what it takes to be a great sales manager and leader
  • Appreciate how to recruit, coach and motivate sales people
  • Learn how to develop great teamwork
  • Appreciate how to harness the energies, efforts and enthusiasm of the sales team
  • Enhance the selling skills of yourself and your team
  • Use a detailed structure for motivating and meeting with each of your team, before and after sales calls, to improve their account and call plans
  • Observe selling skills in a customer interaction and provide effective feedback to improve sales performance
  • Assess the skills of each of your people as a benchmark for developing their skills through coaching
  • Assess your own leading/coaching skills and reflect on your coaching routines and practices.
W H O  S H O U L D  A T T E N D

Immediate benefit to
  • People who control the selling functions in the company
  • Sales managers who wish to update and enhanced their skills and knowledge to be even more successful
  • Sales & Marketing executives who must get sales through other people
  • People with the potential to be good sales managers.


Team attendance highly recommended
This is to facilitate successful implementation of the theory learned and establish a common framework to practice in real-life environment.

Certificate of Participation will be awarded.
 
YOU WILL RECEIVE POWERFUL RESOURCES

  • SALES MANAGEMENT HANDBOOK

  • The purposes of this resource guide are to:
    • Provide managers with copies of all of the tools and job aids that they will need to use on the job.
    • Enable managers to plan their coaching activities over the course of the year.
    • Help managers identify which coaching practices will best work for them and their team.
    • Provide managers with an organized means of tracking their teams’ sales performance improvement.
    • Give managers several structured training/coaching activities for sustainment.
  • WORK TOOLS AND JOB AIDS

  • that managers can use, as and when needed, on the job to reinforce the selling and coaching skills they are developing. Managers are able to make copies of the tools and job aids for their own use.
     
  • PARTICIPANTS WORKBOOK AND CASE STUDY

  • which includes all the worksheets and other materials that are used during workshop activities to stimulate a "real world" situation
  • HANDOUTS

  • related to the program and industry issues relevant at the time of this program
P R O G R A M   C O N T E N T
Contents of these workshops are the lifetime experience of the workshop leader!

Case Study Approach is used throughout the program.

Putting new professionalism and performance into the role of a sales manager

  • The traditional and new way to work – to win as a sales manager 
  • Being brilliant as a sales manager
  • The new role and responsibilities of sale managers 
  • The major changes in selling which the sales manger needs to manage
Current challenges to effective sales management – LEADERSHIP
  • Target sales effort and key account management systems 
  • Using effective teamwork and technology
  • Ways to finding time to train and develop sales people in key skill areas
  • Getting & keeping good sales people
  • Effective Selling in the 21st Century
Revisiting: Recruiting and Selection of ‘SUPER’ Sales People
  • New way to recruit 
  • Getting together a good team
  • Accountability and responsibility in recruiting
  • Smarter ways to recruit and select – cases of success
Core Coaching Processes
  • Account Strategy and Call Planning Coaching
  • Sales Coaching
Outcomes include:
  • Know and learn the skills you need to coach 
  • Gain some level of proficiency to use the skills
  • First-hand experience with the simulations your people will go through.
R E G I S T R A T I O N   D E T A I L S
Date
Time
Venue
September 27-28, 2001
9.00am - 5.00pm Daily
Century Hotel, Kuala Lumpur
Web Registration Form
Fees
Early Bird
Incentive
RM1,280.00 per person, inclusive of course materials, lunches, refreshments
Take RM200 OFF the fee - pay before August 24, 2001
Take another 10% OFF for 3 or more from the same organisation
FREE Subscription to The Economy Commentary
Reservation
Reservation can be made by telephone, telefax or by e-mail.  Registration is confirmed on receipt of registration form and payment must be cleared before program date.  If unable to do so due to government policy or company procedure, please advise late payment in writing.
Cancellation
Policy
Cancellations are valid only in writing. Full refunds applicable if written notice is received at least 2 weeks before each program. A 25% cancellation fee will be levied for cancellations received less than 2 weeks before the program. No refunds after commencement of seminar. Substitutions are allowed.
SBL SCHEME
HRD COUNCIL
RAYMA is an Approved Training Provider with HRDC whereby approved training programs can qualify for 75% rebate of the fee. Please apply through your HR Department at least 30 days in advance of the program.
THE RAYMA
GUARANTEE
A full refund to you if we do not deliver what we promised. 
Just turn in your workbook at the end of the day!
WE COME
TO YOU!
In-company Customised Learning Solutions
Need to develop entire teams? All our public programs, based on best practices, can be developed in partnership with you to meet your organization's specific requirements. DETAILS
REGISTRATION
& ENQUIRIES
Web Registration Form
RAYMA Management Consultants (M'sia) Sdn Bhd
2B Jalan SS24/13, Taman Megah, 47301 Petaling Jaya 
Selangor Darul Ehsan, Malaysia 
Tel: +60 3 7044 666 
Fax: +60 3 7044 484 
E-mail: seminars@rayma.com.my
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