Documente Academic
Documente Profesional
Documente Cultură
Edwin Ebreo
ExeQserve Corporation Unit 404, VGP Center, Ayala Ave., Makati City 8933199 * ecebreo@exeQserve.com May 23, 2013
Contents
Program Goals: .................................. 3 Rationale: ......................................... 3 Proposed Framework/scope ................. 4 Initial List of Proposed Programs .......... 5 Sales Management ............................. 5 Selling Basics ..................................... 6 COMMUNICATION AND NEGOTIATION SKILLS PROGRAM KEY ACCOUNT MANAGEMENT PROGRAM 8 DISTRIBUTOR MANAGEMENT PROGRAM10 Investments ScheduleError! Bookmark not defined. Package InclusionError! Bookmark not defined. Safety ClauseError! Bookmark not defined. conformeError! Bookmark not defined. Annex A: Profile of Chochit Solomon, Lead Consultant 12 7
PROGRAM GOALS:
a. Develop a holistic sales and marketing capacity development strategy for Your company b. Customize interventions necessary for target employees to achieve their performance goals.
RATIONALE:
As Your company increases its revenue target, the need for its employees to respond strategically becomes crucial to the organizations success. We at exeQserve believe that any training intervention must be linked to the companys sales and marketing strategy. However, we often find that managers also need help in strengthening their capacity to work out a strategic sales and marketing plan. Hence, ExeQserve offers a partnership that will allow us to work with your principal sales and marketing players in creating a capacity building strategy for both managers and sales front-liners. The program outlines we included in this proposal are just proofs of concept and will be adjusted or changed to fit the target participants needs.
PROPOSED FRAMEWORK/SCOPE
Follow Through Reentry Action Plans Monitoring and Evaluation Inputs to course enhancements
We propose a holistic sales and sales management capacity building strategy that equip employees to perform according to expectations and strategies laid out by the company. We propose the following service to ensure success towards this end 1. Design of Customized Sales Capacity Development Program: a. Training Needs Analysis Working with Principals and target participants to understand the nature of the work, current practices and areas for improvements that can be addressed by training b. Capacity Building Strategy Development Customizing a set of development programs that will help enhance the skills of target participants c. Development of an entire curriculum that addresses not just the selling technical skills but also other competencies required to achieve the needed selling success. 2. Implementation Facilitation of the various capacity building programs 3. Follow Through Putting together strategy to ensure application of learning and continuing enhancement of performance. a. Re-entry Action Plans Participants will be asked to write action plans that will require them to apply what they learned to the workplace. b. Monitoring and evaluation The consultants will be following through on the participants after some time to refresh them on the lesson and to evaluate their ability apply their learning.
c. Inputs to course enhancements findings during evaluations will be considered for redesign of programs and future courses.
SELLING BASICS
Persuading customers to part with their money may not be easy, but the actual process is a straight forward one. Whether one is selling to business or individual customers, the rules remain the same. Identify targets, understand customers needs, then sell the benefit of your products, handle objections and then close the sale. What happens as the process progress spells the difference between selling and not selling. An important ingredient in the success of any business is good selling. Without it, many sales are lost sales that may mean the difference between success and failure. This program will show participants and help them demonstrate creative selling techniques. This two-day program will equip sales makers with the essentials of the selling process as a vital component of the marketing function. It will give them an understanding and appreciation of the attitudes and values that provide a winning sales edge using the time-tested Formula for Success. This course is valuable for everyone involved in selling or marketing products, services, ideas, or projects in private, public and non-governmental organizations. This program shall cover the following topics d. Establishing the right selling attitude/mindset e. Understanding the selling process f. Appreciating the role of the sales person g. Successful prospecting and qualifying h. Establishing rapport and a long-term sales relationship with their customer i. Understanding the sales communication process j. Approaching clients and making a sales presentation k. Recognizing objections and practice handling objections l. Knowing when and how to close a sale
Understand the Persuasive Selling Format (PSF) Framework Apply the PSF Framework in developing presentations
BASIC NEGOTIATION SKILLS Learn the principles behind Effective Negotiation and the tools necessary to achieve a Win-Win situation with the customer when negotiating Understand the 7 Key Steps in Successful Negotiations
DAILY ROUTINE AND EXPANDED BASIC CALL PROCEDURE Develop awareness on the importance of the Daily Routine and Expanded Basic Call Procedure in ensuring the achievement of Daily and Monthly Key Result Areas Measures Develop a Daily Management System to be able to ensure the achievement of Key Objectives Apply the Daily Routine and In Expanded Basic Call Procedure in the work place ACCOUNT PENETRATION Learn how to build account penetration with respective key accounts Learn the Customer Relationship Continuum Learn the concept behind Account Penetration and the tools necessary to develop a Preferred Supplier Relationship INVENTORY MANAGEMENT Learn the benefits of Inventory Management Learn how to apply Inventory Management SALES MATH Learn how to use Basic Sales Math Concepts in order to be able to effectively engage with key account buyers on matters of account profitability
COMMUNICATION SKILLS Learn the Communication Process Learn the Barriers to Open and Close Communication Learn the Appropriate Responses to ensure Open Communication Learn the Handling Objection Process Apply the Appropriate Responses and Handling Objection Process in the workplace PRESENTATION SKILLS Understand the Persuasive Selling Format (PSF) Framework Apply the PSF Framework in developing presentations BUSINESS REVIEW PRESENTATIONS
To help the participants understand the main steps in developing, presenting and following up a Business Review To help participants identify the content and organization of an actual Business Review
BASIC DISPLAY AND MERCHANDISING GUIDELINES Learn the basic definition of merchandising Learn the Basic Merchandising standards Learn the steps of effectively selling displays
10
DISTRIBUTOR ORGANIZATION Learn the ideal distributor organizational set-up Learn the job description of the various distributor positions DISTIBUTOR MANAGER ROLE Learn the specific duties and responsibilities of a Distributor Manager SIZING UP THE DISTRIBUTOR SALES FORCE To expose the participants on the different approaches/methods in determining the appropriate distributor sales headcount deployment to maximize outlet coverage DISTRIBUTOR MAPPING To be able to determine the Universe of Outlets in a given distributor area which would lead to sustainable business growth and superior business results while maintaining desired profitability To learn the process of conducting an area mapping MOTIVATION To understand how motivation works Be aware of the ways in which people are motivated Recognize the role you can play in motivating different people Be aware of the interaction between different teams TRAINING ROUTINE AND CYCLE To learn the 10 principles of training To discuss the training routine To dsicuss the complete training cycle (EDAC cycle) To establish the linkage of the training routine in the Daily Routine of a trainee/seller FINANCIAL MANAGEMENT To equip the participants with financial fundamentals that will help lead and manage the distributor operations towards expected results
11
12
13