Sales Management
Course: Sales ManagementWithout sales there is not a business they say, and Beth Rogers will tell you that without a sales management process there are not sales. This 2 Hours course is focused on Negotiating Business Growth and Contract Sales Organizations.TARGET AUDIENCE: Intermediate to Advanced. Ideal for Sales and Marketing Professionals, Executives, MBA Students, Consultants and anybody that needs a strong knowledge of Sales Management. |
Topics included
Sales Management: Negotiating business growth
Course expertBeth Rogers
Principal Lecturer & Author - Sales Management
Sales strategy involves allocating scarce resources appropriately, and Beth Rogers argues that this must be driven by the way that customer want to buy. Understanding how the purchasing professionals and other important buying decision-makers see you as a supplier is an important part of that, but even more challenging is being the customer's advocate to colleagues. These dynamics require high levels of skill, and this talk will introduce some analytical tools and techniques. It will also discuss how the economic environment is driving even more focus on the need for diversity in the types of business relationships that companies can serve profitably.
LEVEL: Intermediate to Advanced
RUNNING TIME: 1Hour
- Nature of growth
- The strategy negotiation
- A basis for communication
- What characteristics are valued
- Negotiating with customers
- Negotiating with colleagues
- Conclusion on sales management
- A planning framework
Sales Outsourcing: Contract Sales Organization
Course expertBeth Rogers
Principal Lecturer & Author - Sales Management