Sales control system and sales implementation

Increase of productivity is an essential factor for the economic success of a company. Also the quality of sales is decisive for the success. Continuously changing market conditions represent a permanent challenge in sales. The core of these efforts is the competence of the sales staff. It is imperative to qualify employees for their tasks in a customized and sustainable way. Responsible people are sales executives here. They care for corresponding support of their sales staff with appropriate concepts and standards. This is the focus of this training.

The participants will know essential success factors of a systematic sales strategy. They will be able to reduce these strategic considerations to specific processes and standards for their staff members and will be able to make it feasible.

Sales strategy – Set your course for success
Customer definition and value – Starting points for a differentiated handling of the market, Customers lasting relationship – Your secret of success, Effective price policy – Become a pricing-pro!

Sales management – Configuring structures and processes
Sales organisation according to customers and distribution channels, Implementing structures and processes in a practice-oriented way, Planning or control – How to find the happy medium, Personnel management – Management styles and personnel development in sales, Sales culture – interdivisional cooperation

Information management – The key to more professionalism
Customer-value analysis – Making comprehensible decisions, Systematic customer care – Modified market conditions need adaptation of sales activities at an early stage, Essential customer information – Do you really know your customers?

Customer relationship management – Stay on the ball!
Motivation and qualification – Consistently developing the sales personality, Successful supplementary sales talks – Standardised approaches, Customer relationship management – Turning customers into fans