Business Management for Sales People
Booking this course
If you would like to talk to us about running
a Business Management course, please contact us: Tel + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
As business moves forward, salespeople need to manage their
business including effective pipeline management and forecasting.
This course helps participants develop the key skills using
their accounts/prospects.
Overview
Increasingly we ask salespeople to act as
business-people and ‘run their business.’ What makes a good
salesperson is not necessarily the same as what makes a good
manager or good businessperson. This means we require additional
skills in forecasting and sales pipeline management.
Business Management for Sales People Course gives participants the key
skills and business models needed.
Who Should Attend
All salespeople who are expected to manage their
pipeline and forecasting.
Duration
1 Day
Business Management - Course Objectives
Participants will learn:
learn the value to them of effectively managing their business
learn to use objective analysis to go beyond ‘gut feel’ and
optimism
learn to position current activities at different stages of the
sales cycle
learn to use Decision Analysis to improve their forecasting and
planning
present an analysis of their current prospects
learn to apply key business planning techniques to their own
territory/ accounts
Business Management -
Course Outline
Business Management
Benefits of business management
Business management model
Qualification/Assessment
Probability factors
Desirability factors
Decision Analysis
Different types of decision in the sales process
Using the different decision types to improve business management
and forecasting
Business Analysis
Business climate analysis
Account/territory segmentation
Critical success factors
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