Participant Profile

Sales manager, fieldforce manager,
country manager who are responsible
for sales teams

Objective

Develop skills and knowledge for
coaching the team members effectively
Being perceived by the customers as
a consultative partner
Guide, support and evaluate the sales
representative during the accompanied call

Outline

Review of the selling skills
techniques
Probing, supporting, closing
Handling indifference, objections
and scepticism
Coaching process in selling
Pre call briefing
Call observation
Post call debriefing
Solving performance problems
Managing a sustainable customer
relationship
Advanced selling based on specific
Targeting strategies
General performance management

Method

Role plays, video analysis,
interactive presentations, exercises

Duration: 2 days