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Strategic Selling Techniques
Sales Negotiation
Strategic Sales Planning
Key Account Management
Sales Presentation
Managing the Dealers
Overcoming "Your Price is Too High" Objection
Managing A Sales Team
Selling Techniques for Backroom Staffs
The Art of Retail Selling

Managing the Dealers

Day 1

WELCOME / INTRODUCTION
"After the sales, now what?"
-The importance of dealer management in tough times
-The 5 levels of sales relationships
-The disease in account management - COMPLACENCY!

Module - 1 The Value Chain of Your Organisation
-Are you well supported in servicing your clients ?
-The SWOT analysis of your service ability to your clients

Module 2 - Know Your Dealer
-You are important !
-What dealers want
-Developing a hybrid relationship with a dealer
-The forces that affect dealers' performances and how to deal with them to help dealers to perform better

Module 3 - Negotiations-Selling Strategy
-Four characteristics of effective sales negotiators
-Basic sales negotiation principles
-The importance of negotiation follow-through
-Sell the uniqueness of your product/company.
-List your value-added support services and the five conditions that help to create a strong VAS.

Module 4 - Developing Relationship-Building Plan
-The competitors will step in when your guards are down
-What are your goals in your business relationship with your dealers ?
-Tatical issues relating to reinforcing closer working relationships with your dealers

Module 5 - Analysing the benefits of appointing your company as the supplier
The six common benefits in selling will be highlighted and participants will be required to analyse them followed by individual presentation

Day 2

Module 6 - Overcoming Sales Resistance
Certain techniques will be highligted and group role-plays will be introduced.

Module 7 - Manage the Dealer's Account
- Objectives of managing the dealers
- Identifying the six top dealers that special attention need to be provided for.
- The application of the Dealer Support Ledger
- The various type of communications you can have with your dealers
- Understand the various type of call objectives you make on your dealers.

Module 8 - Managing Service Breakdown
-Understand the 6 steps to service recovery
-Understand the importance of customer retention
- Case Study : British Airways

Duration : 2 Days