{"id":1987,"date":"2024-10-02T22:47:13","date_gmt":"2024-10-02T22:47:13","guid":{"rendered":"https:\/\/eiecentre.com\/Excellence\/?post_type=courses&#038;p=1987"},"modified":"2024-10-04T17:07:17","modified_gmt":"2024-10-04T17:07:17","slug":"sales-force-management-training-course","status":"publish","type":"courses","link":"https:\/\/eiecentre.com\/Excellence\/courses\/sales-force-management-training-course\/","title":{"rendered":"Sales Force Management Training Course"},"content":{"rendered":"<p><span data-preserver-spaces=\"true\">Achieving outstanding sales results in an increasingly competitive world is a difficult task. Today&#8217;s firm can only compete by establishing a modern strategic sales force management system and effectively training sales management personnel.<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">The certified sales manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. The strategic sales force management course focuses on improving organization, forecasting skills, and other technical competencies to guide salespeople toward higher performance.<\/span><\/p>\n<h2><span data-preserver-spaces=\"true\">Defining Sales Force Management<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">Understanding the definition of sales force management is crucial for optimizing the performance of a sales team. Effective management of the sales force includes:<\/span><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">Understanding strategic sales force management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Utilizing sales force management tools.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Ensuring that the force management sales process is customer-centered.<\/span><\/li>\n<\/ul>\n<p><span data-preserver-spaces=\"true\">This strategic sales force management course aims to deepen your understanding and application of these critical areas in sales force management.<\/span><\/p>\n<h2><span data-preserver-spaces=\"true\">Course Objectives<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">At the end of this strategic sales force management course, the participants will be able to:<\/span><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">Identify the behaviors and skills of a successful sales professional.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Describe different types of selling models.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Understand prospecting and be able to conduct a powerful sales call.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Use a customer-centered selling approach to provide value.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Choose a closing technique to earn the business.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Manage the customer relationship on an ongoing basis.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Develop an action plan to apply new skills.<\/span><\/li>\n<\/ul>\n<h2><span data-preserver-spaces=\"true\">Targeted Competencies<\/span><\/h2>\n<p><span data-preserver-spaces=\"true\">Upon the end of this strategic sales force management course, the target audience will be able to develop the following:<\/span><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">Sales team management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Sales planning and sales force sales planning.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Territory and key account management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Sales coaching skills.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Sales performance evaluation.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Sales leadership.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Team building and management.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Forecasting techniques.<\/span><\/li>\n<\/ul>\n<h2><span data-preserver-spaces=\"true\">Course Content<\/span><\/h2>\n<h3><span data-preserver-spaces=\"true\">Unit 1: Selling Skills Assessment<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Sales competency model.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Behaviors, characteristics, and skills of a successful salesperson.<\/span><\/li>\n<\/ul>\n<h3><span data-preserver-spaces=\"true\">Unit 2: Types of Selling<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Strategic selling and buyers influence.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Plan your calendar to achieve sales goals and build a sales pipeline.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Retail (face-to-face) selling.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Relationship (consultative) selling.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">SPIN selling: The SPIN sales model.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Characteristics of different selling models, types, and structures.<\/span><\/li>\n<\/ul>\n<h3><span data-preserver-spaces=\"true\">Unit 3: Sales Closing<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Attitude of the sales professional.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Dealing with customer objections.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Various closing techniques.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">The feel-felt-found approach.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Strategies to respond to common new business objections.<\/span><\/li>\n<\/ul>\n<h3><span data-preserver-spaces=\"true\">Unit 4: Relationship Management (Partnering with Customers)<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">Technologies or methods for maintaining customer information CRM.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Strategies to maintain communication with a customer.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Customer marketing pyramid.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Relationship marketing.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Consultative selling.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">The Life Time Value of a Customer (LTV).<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Conflict handling.<\/span><\/li>\n<\/ul>\n<h3><span data-preserver-spaces=\"true\">Unit 5: Sales Win-Win Negotiations<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">The phases of sales negotiations.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">The Harvard model applied to sales negotiation.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">The art of bargaining and concessions handling.<\/span><\/li>\n<\/ul>\n<h3><span data-preserver-spaces=\"true\">Unit 6: NLP and Emotional Intelligence in Selling<\/span><\/h3>\n<ul>\n<li><span data-preserver-spaces=\"true\">What is NLP?<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Implications for marketers, sales advertising people.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Hypnotic marketing and hypnotic state-inducing vocabulary.<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">Mind reading.<\/span><\/li>\n<\/ul>\n<p><a class=\"course-btn\" href=\"https:\/\/eiecentre.com\/Excellence\/en\/fill-form\/\"> Enroll Now <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Achieving outstanding sales results in an increasingly competitive world is a difficult task. Today&#8217;s firm can only compete by establishing [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1989,"template":"","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}}},"course-category":[262],"course-tag":[],"class_list":["post-1987","courses","type-courses","status-publish","has-post-thumbnail","hentry","course-category-marketing-sales-management-contract-management-training-courses"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Force Management Training Course - Excellence<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/eiecentre.com\/Excellence\/courses\/sales-force-management-training-course\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Force Management Training Course - Excellence\" \/>\n<meta property=\"og:description\" content=\"Achieving outstanding sales results in an increasingly competitive world is a difficult task. 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