Commercial and Sales Management – ONLINE (Via Zoom)

Sales:

Sales objectives: why sell?

Range plan: what to sell?

Merchandising Plan: where to sell?

Promotional sales plan: when to sell and how?

Customers:

Segmenting and Targeting

Active listening and analysis

The Buying Decision Tree

Conquest and loyalty processes

Development (client journey)

Sales techniques:

Prep

Surveys

Active Listening

Handling Objections

Closing the sale

Marketing and communication

Strategic Plan of Communication

Mission and Objectives

SWOT

Trends

Benchmarking

Action and Tactics

Offline

Online

The relevance of Digital Marketing

Ecommerce

Institutional site

Social Media

You will acquire the know-how needed to define who your customer is, how you will win them over, and, how you should develop them. To achieve these objectives, you will be presented with tools for sales techniques, as well as marketing and communication which will make your sales approach more efficient.

Today we live in a permanently “linked” world which constantly places us in the position of seller/consumer. We are all potential customers with innumerous channels of communication at our disposal. Today, more than ever, it is essential to use the right resources to achieve our objectives, transforming characteristics into benefits, transporting the salesperson of the past into having a business partner role.

This course is intended for all professional salespeople or, commercial team managers who intend to acquire tools that will allow a level of desired commercial efficiency to conquer and develop a cluster of customers and attain the desired results.