Microsoft Word - Effective Sales Management Skills-Cover-en

Size: px

Start display at page:

Download "Microsoft Word - Effective Sales Management Skills-Cover-en"

虞水
6 years ago
Views:

1 Effective Sales Management Skills The key skills and strategies to effectively generate sales through others. Shanghai, China 19th & 20th September 2011 Your International Facilitator: Kiran Patel Kiran Patel is a British living and working in China for the past 6 years. During that time he has accumulated a comprehensive range of experience in management, sales, negotiation, training and developing people from all backgrounds. Originally posted to China in 2003 by his former employer Rolls Royce (Aviation), upon departure he eventually decided to set up base in China, and has over the past 4 years gained solid corporate training industry experience, working with reputable professional bodies, local SOEs, Fortune 500 companies, universities, business schools and numerous training partners. As GM of a business, he has acquired the necessary business skills to deliver a strong training program to his customers. Kiran has an energetic style of delivery which participants will find both energizing and refreshing; and he places powerful emphasis on practical engagement. Kiran has developed materials for MacMillan Publishers, Pearson, Cambridge ESOL, Open University and a range of edutainment products for Apple. This should give a strong indication as to the quality of the course that you will be purchasing. In China, Kiran acts as a spokesperson for both Cambridge University ESOL and MacMillan Publishing House. Some of his most notable cases are; Ogilvy & Mather, ACCA (Association of Certified Chartered Accountants), Deliotte, Hainan Airlines, and Agricultural Bank of China. He has also trained staff from the following Fortune 500 companies; Caterpillar Inc, Continental Airlines, General Mills Inc, and Morgan Stanley. From a personal standpoint, Kiran has a strong knowledge of the automotive industry and it a keen follower of motorsports. Testimonials Thank you for your continued support of ACCA activities. Your trainings form an integral part of our Professional Development platform for ACCA members and students. - Maggie Li, ACCA Marketing Manager, Greater China Course Description: Effective Sales Management Skills Embracing a clear understanding of what 'effective sales management' really means in the 21st Century is critical to successful business. To apply this effectively, organisations need to ensure that the sales team is armed with appropriate skills, knowledge and mindset; and is fired up with enthusiasm and commitment to do so. It makes absolute sense to ensure that maximum returns are being gained from each unit of time that is invested, in terms of both the sales manager and salesperson roles. The programme challenges delegates to identify precisely what the high return sales management activities are, and to develop a clear plan of action for implementation on return to the workplace. What the Seminar Will Help You Achieve: Adapt leadership style to the situation and individuals being managed Set meaningful objectives for individuals and the team as a whole Design incentive programmes that produce the desired results (and avoid unintended ones) Use sales meetings to galvanise team enthusiasm and boost performance Manage underperformance Keep top performers motivated Develop the skills of the team via coaching Achieve a clear link between development and sales results Utilise the appraisal process to recognise achievement, focus activity and motivate Understand what it is that motivates each person in the team and adapt management style accordingly Recruit the right people for the team Accurately forecast sales and identify the level of sales team activity required in order to achieve the sales plan Prioritise day-to-day sales management activities in order to maximise achievement of sales through others Testimonials Our finance department received great benefit from the recent series of workshops that you delivered. We look forward to continuing our support long - term. -Denny Tang, CFO, Ogilvy & Mather Group, Greater China Martin Linking professional training Pre-Course Questionnaire In order to tailor this course precisely to your needs, the course leaders would value information on your knowledge, experience and requirements.

2 Training Programme Day One Monday 19th September 2011 Day Registration and morning coffee 0900 Welcome, Introduction & Objectives 0910 Energiser An appropriate icebreaker activity will be chosen to energise participants for the session within the context of sales management Being an Effective Leader A leader will be defined and the role within the sales team will be explored Managing & Incentivising your Sales Staff It is a challenge to get your team meeting aggressive sales targets. This session will introduce and explore the methods you can use to both manage and incentivise your sales team appropriately through practical and involving exercises Managing Underperformance If our sales team is underperforming, how can we transform this? Here we will examine why teams underperform and utilize strategies to turn these underperforming teams around Conclusion of Day 1 and Summary About Kiran Patel Courses Specialised In: Sales, Negotiation, Communication, Leadership, Presentation Skills, Assertiveness, Coaching, Teambuilding, Influencing, Networking Sector & Industry Experience: Manufacturing, PR and Advertising, Telecom, Finance, Banking, Hospitality, Education 1110 Morning Refreshments 1120 Motivating your Sales Team This session will focus on motivational techniques for team members through case study. Some Major Clients: ACCA, Deloitte, Ernst & Young, Ogilvy, Caterpillar Inc, Continental Airlines, General Mills Inc, HSBC, British Council 1230 Lunch 1400 Sales Meetings This session will through role play develop the core skills required to hold sales team meetings that are both target focused and motivational Goal Setting Participants will use the SMART model to create positive, achievable sales strategic goals. Develop motivational techniques to help achieve these. Participants will learn how to articulate what their goals are, quantify the activity required and how they established them including the process to be followed to maximise their potential to achieve. A range of simulated exercises and a relevant case study to illustrate the importance of thinking ahead. Course Format: Through a combination of breakout sessions, group and individual work, interactive roundtable discussions and role-plays, and case studies. Delegates will understand the importance of effective sales management skills. Trainer will use practical examples and case studies to reinforce and expand the scope to cover applicable concepts for sales management skills, and for a variety of different industries Afternoon Refreshments Martin Linking reserves the right to change the venue of, or speakers at the conference should circumstances require. Martin Linking

3 Training Programme Day Two Tuesday 20th September 2011 Day Registration and morning coffee 0900 Re- Energiser An appropriate icebreaker activity will be chosen to appropriately energise participants for the session within the context of sales management Review of Previous Day 0920 Coaching Your Team to Success Strategies for coaching and mentoring will be examined and used in role play and case study practice Morning Refreshments 1035 Prioritisation & Delegation As a manager, you will have to perform these tasks on a regular basis. This section will examine best practice, and give participants the opportunity to use these skills through a range of practical based learning Lunch 1400 Delivering Appraisals Sales roles are target orientated and the appraisal process can be a make or break step for sales team members. Here, we will develop the skills of giving constructive and motivational feedback to team members, ensuring that they remain focused on their targets. All team members require well delivered appraisals to get the best out of them, so this stage is critical Recruiting the Right People to your Team Participants will become aware of how to maximize opportunities through cross-selling, up-selling, future sales and referrals through role-play Afternoon Refreshments Who should attend? General Managers, Sales Directors, Sales managers and senior sales people who need to effectively manage sales departments and teams Managing Complaints Participants work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand Communicating Effectively with Your Team Members A look at and use of techniques that will enhance your ability to communicate with and lead your sales team Summary & Conclusion of Day 2 About Martin Linking Martin Linking Business Consulting plans to produce more than 80 trainings and conferences and works with senior executives from the majority of the world's top 1000 companies to improve their business strategy and match their learning and training needs in one year. And we continue to grow. We also invite the leading business practitioners, industry decision makers and innovators to share insights, best business practice, and new technology at our forums. We are dedicated to give attendees cutting edge information they can use immediately. We constantly research and listen to all industry sectors to ensure that the business intelligence we provide is timely and cutting-edge. In-House Training Solutions If you have a number of delegates with similar training needs, then you may wish to consider having an In-House Training solution delivered locally on-site. Course can be tailored to specific requirements. Please contact Whitney Shen on or whitney.shen@martinlinking.net to discuss further possibilities. Martin Linking reserves the right to change the venue of, or speakers at the conference should circumstances require. Martin Linking

4 有效销售管理技能通过管理销售团队有效产生销售的关键技能和策略中国上海 2011 年 9 月日您的国际培训师 : Kiran Patel Kiran Patel 是一位在过去的 6 年里在中国工作的英国人在这段时间里, 他积累了广泛的管理销售谈判和给各种背景的人培训和发展的经验在 2003 年, 他被前雇主劳斯莱斯 ( 航空 ) 派到中国, 在要离开时, 他最终决定在中国建立自己的事业, 在过去的四年多的时间里, 在与著名的专业机构当地的国有企业财富 500 强企业大学商业学校和众多的培训合作伙伴的合作中得到了坚实的企业培训的行业经验作为企业的总经理, 他有足够的商业技能为客户提供好的培训项目 Kiran 的风格非常有活力, 参会者将会得到激励和振作, 同时他非常强调实际的应用 Kiran 为 MacMillan Publishers, Pearson, Cambridge ESOL, Open University 制作了很多出版物和教育材料以及为苹果公司制作了一些寓教于乐的产品这点可以让您放心您将参加的课程的质量在中国,Kiran 是剑桥大学 ESOL 和 MacMillan Publishing House 的发言人他的一些突出的合作案例包括 :Ogilvy & Mather, ACCA (Association of Certified Chartered Accountants), Deliotte, 海南航空公司和中国农业银行他还给以下的财富 500 强公司提供了培训 :Caterpillar Inc, Continental Airlines,General Mills Inc,and Morgan Stanley 从他个人的角度看,Kiran 具有很强的汽车工业知识, 还是赛车运动的热爱者证言感谢您一直以来对 ACCA 活动的支持你的培训为 ACCA 的会员和学员的职业发展平台组成了一个整体的部分 Maggie Li, ACCA Marketing Manager, Greater China 课程描述 : 有效销售管理技能对有效销售管理在 21 世纪的真正含义有一个清楚的了解对一个成功的企业是至关重要的为了有效地应用它, 企业需要保证销售团队具有适当的技能知识和思维 ; 并满怀激情和承诺去这么做确保销售经理和销售人员投入的时间具有最大的回报是绝对有意义的这次培训将挑战参会代表准确识别什么是高回报的销售管理活动, 并制定一个明确的行动计划在回到工作场所后进行实施这次培训将在以下方面给您帮助 : 根据不同的情况和被管理的对象运用合适的领导风格把个人和团队作为一个整体来设定有意义的目标设计能产生期望结果 ( 并避免意想不到的结果 ) 的奖励计划运用销售会议来激励团队的积极性和提高绩效管理绩效不佳保持绩效优秀人员的积极性通过辅导培养团队的技能在制定措施和销售结果之间建立一个清晰的关系利用评估的过程来识别以注重成就的活动并进行激励理解是什么在激励团队里的每个人并对管理风格进行相应的调整为团队招募合适的人准确预测销售, 并识别销售团队的活动水平以实现销售计划把日常销售管理活动区分优先次序, 以通过管理团队成员实现最大的销售成就证言我们的财务部门从您的最近的系列培训里大获受益希望我们能够继续长远地支持您 -Denny Tang, CFO, Ogilvy & Mather Group, Greater China 马汀令可专业培训课程预问卷为了确保这一课程正是适应了您的需求, 培训师将通过它来评估您的知识, 经验和需要

5 培训第一天 2011 年 9 月 19 日星期一第一天 0830 签到和早茶 0900 欢迎词, 培训介绍和培训目标 0910 热身活动将精心安排一个适当的以销售管理为背景的热身活动 0920 做一个卓有成效的领导者将一个领导者进行定义并探讨在销售团队里的角色 1020 管理和激励您的销售人员让您的团队达到激进的销售目标是一种挑战本节将通过实践性和参与性的练习来介绍和探索您可以使用的管理和激励您的销售团队方法 1110 上午茶歇和人际交流 1120 激励您的销售团队本节将通过案例研究着重于团队成员的激励技巧 1230 午餐及人际交流 1600 管理绩效不佳如果我们的销售团队表现不佳的时候, 我们如何能改变这种状况? 在这里我们将检查为什么团队会业绩不佳和如何利用策略把这些表现不佳的团队状况扭转 1700 第一天总结关于 Kiran Patel 专长培训课程 : 销售谈判交流领导力表达能力自信辅导团队建设影响力人际网络建设行业经验 : 制造公关广告电信金融银行商务接待教育部分主要客户 : ACCA 德勤 Ernst & Young 卡特彼勒大陆航空公司通用磨坊汇丰银行英国文化协会等 1400 销售会议本节将通过角色扮演来培养举行目标集中和激励性的销售团队会议的核心技能 1500 目标设定与会者将使用 SMART 模型创立积极的, 可实现的销售战略目标培养帮助实现目标的激励技巧学员将学习如何表述他们的目标, 如何量化所需的活动以及如何建立这些活动及所需遵循的过程, 来最大化实现目标的潜力通过一系列的模拟练习和相关案例研究来说明超前思维的重要性培训形式 : 通过结合深入研讨团体和个人的协作互动圆桌讨论角色扮演和案例研究, 参会者将了解拥有有效销售管理技能的重要性培训师将使用的实际例子和个案研究以加强和扩大可实际应用的管理技能的概念并适合不同的行业 1545 午间休息及人际交流马汀令可保留在必要的情况下更换培训地点和培训师的权利马汀令可

6 培训第二天 2011 年 9 月 20 日星期二第二天 0830 签到和早茶 0900 再次热身将精心安排一个适当的以销售管理为背景的热身活动 0910 前一天回顾 0920 辅导您的团队取得成功将讲解辅导和培训的策略并应用于角色扮演和案例研究实践 1600 管理反对意见参会者将被分成小组来识别他们经常遇到的反对, 并将运用头脑风暴发来找出回应的方式参会者还将学习到九种具体处理反对意见的策略, 包括 Boomerang FFF 和表明目的等 1545 与您的团队成员有效地沟通介绍和使用将会提升您的沟通能力和领导您的销售团队的技术 1700 第二天总结 1020 上午茶歇和人际交流 1035 区分优先次序和授权作为一个经理, 你将不得不定期进行这些任务这一节将讲解最佳实践, 学员将得到使用这些技能的机会进行一系列的实用性的学习 1230 午餐及人际交流 1400 提供评价销售的角色是目标导向的, 评估过程可以是一个对销售团队成员成就或毁掉的步骤在这里, 我们将发展给团队成员建设性和激励性的反馈的技巧, 确保他们一直集中于他们的目标所有团队成员需要合适的评价来达到他们的最佳表现, 所以这一阶段是至关重要的关于马汀令可马汀令可商务咨询计划每年组织超过 80 场的培训和会议, 与全球 1000 强公司的高层经理一起提高他们的商务战略, 满足他们的学习和培训需求并且我们在不断成长我们邀请领先企业的管理者决策者和创新者在我们的活动中分享他们的思想观念最佳商业实践和新技术我们致力于为我们的客户提供即刻可用的前沿信息我们不断地研究和聆听所有行业的声音来保证我们提供商业信息是及时和前沿的 1500 为您的团队招募合适的人参加者将会意识到如何通过交叉销售追加销售预先销售和客户推荐来最大化销售机会午间休息及人际交流谁应参加? 需要有效地管理销售部门和团队的总经理销售总监销售经理和高级销售人员内训方案如果贵公司有许多人有类似的培训需要, 那么你不妨考虑内部培训的解决方案培训将在贵公司现场举行并且培训可以根据您具体的要求来进行请联系 Whitney Shen 来讨论合作的可能 : 电话 : 电邮 :whitney.shen@martinlinking.net 马汀令可保留在必要的情况下更换培训地点和培训师的权利马汀令可

Effective Sales Management Skills SH20110919-Sales Contract-Please Complete in Capital Letters and Black Ink Sales Contract Please complete this form immediately and fax back to Whitney Shen Fax No:

7 Effective Sales Management Skills SH Sales Contract-Please Complete in Capital Letters and Black Ink Sales Contract Please complete this form immediately and fax back to Whitney Shen Fax No: Fee Per Delegate Two Day Training Fee US $1295 per person All the registered delegates are entitled for a set of documentation free of charge DOCUMENTATION US $300 If you are unable to attend the conference/training but wish to receive copies of the conference/training documentation, please complete the sales contract, tick this box and return the contract with payment details. Full Payment is required within 5 working days Register Now Contact: Whitney Shen Tel: Fax: whitney.shen@martinlinking.net Business Opportunities An exhibition space is available at the conference. Sponsorship opportunities covering lunch, evening receptions and advertising in documentation packs are also available. Please contact Ms. Whitney Shen at Payment Method Our payment terms are 5 working days on receipt of invoice and full payments can be made by bank transfer Authorization (Signatory must be authorized to sign on behalf of contracting organization.) This booking is invalid without a signature. Terms & Conditions: 1. Fees are inclusive of program materials and refreshments. 2. Payment Terms - Following completion and return of the registration form, full payment is required within five (5) working days upon the issuance of invoice. Payment must be received prior to the conference/ training date. A receipt will be issued on payment. Due to limited conference/training seats, we advise early registration to avoid disappointment. We reserve the right to refuse admission if payment is not received on time. 3. Client s Cancellation/substitution - Provided the total fee has been paid, client s cancellation must be received in writing by MAIL or FAX four (4) weeks prior to the event in order to obtain an 85% credit to attend for any future Martin Linking Events. Under such circumstances, Martin Linking will retain the other 15% service fee to cover expenses for prior cost that has already been incurred upon the acceptance of registration.all bookings carry a 50% cancellation liability immediately after a signed sales contract has been received by Martin Linking. 4. If, for any unexpected circumstances or reasons that Martin Linking decides to postpone this event, the client hereby indemnifies and holds Martin Linking harmless from any cost incurred in by the client. The event fee will not be refunded, but can be credited to future Martin Linking s events. Martin Linking reserves the right to change the content without notice. 5. Copyright etc. - All Intellectual Property rights in all materials produced or distributed BY Martin Linking in connection with this event is expressly reserved and any unauthorized duplication,publication or distribution is strictly prohibited. 6. Important note: In the event that Martin Linking permanently cancels the event for any reason whatsoever, (Including, but not limited to any force majeure occurrence) and provided that the event is not postponed to a later date nor is merged with another event, the client shall receive a refund for the amount that the Client has paid to such permanently cancelled event. Martin Linking Business Consulting Company Limited

背景资料对于在华经营的企业里, 人力资源管理绝不是一件轻松的工作 HR 从业者除了要具备猎人的眼光心理学家的耐心谈判专家的口才, 更为重要的是, 还需要具备专业的法

背景资料对于在华经营的企业里, 人力资源管理绝不是一件轻松的工作 HR 从业者除了要具备猎人的眼光心理学家的耐心谈判专家的口才, 更为重要的是, 还需要具备专业的法 R Professional Information for You 人力资源法务合规系列 Human Resource Legal Compliance Management Series 深圳 Shenzhen Putonghua / 普通话 9:00am-5:30pm 系列一 : 人力资源合规风险分析与员工关系管理 2013 年 11