Two day Training on SALES PROCESS TRAINING1 st and 2 nd August, 09 ProgrammeCoordinators Prof. M. Anil Ramesh & Prof. Anil Kumar SIVA SIVANI INSTITUTE OF MANAGEMENT Kompally, Secunderabad Why this Programme? Sales training is an essential part of the businesses today but what is called sales training is often actually product training, with the focus being on training the sales people on how to demonstrate products. Although this is essential, it is not really teaching people how to sell. Sales training often fails because it confuses attitude with process. To learn to sell, one needs to understand the process. Some sales training gets the trainees all pumped up, but don’t tell them what to do next. It’s like giving a gun and not telling how or where to use it. Sales scripts are often taught as magic bullets. One blindly uses the words, phrases and complete scenarios and the sale is supposed to drop into one’s lap. But in reality, does it work? There are issues the middle level sales managers need to address so that they can execute the desired strategies effectively. Middle level sales managers should be more proactive, professional, and efficient in their approach. Addressing issues as such is the immediate need of the hour. Siva Sivani Institute of Management intends to provide learning experiences for the participants wherein the objective of the training program is to train the executives the latest techniques in the field of personalized selling. The program will introduce the participants to the sales process training that they need to know and develop that will catapult them into the arena of the successful performers. The program will be totally participant oriented. The trainers would play the facilitator role and would encourage lateral thinking. Challenging each other and collaborative learning is encouraged. The Objectives of the Program are: • • • • • To understand and basic selling process and techniques. • • • • • To understand the process of and develop the skills of effective selling in the today’s competitive business environment. Scope of the Programme: The scope of the program is practical and experimental training approach will be deployed for the executives who practice the art of personal selling. This program will help junior and middle managers/executives involved in personal selling to inculcate the traits and techniques ofeffective selling and generate higher business by being more productive. Duration of the Programme: The program would be conducted over two days and would be broken down into 8 sessions of 2 hours each. Value Addition: After attending this program, the participants will be able to understand and apply the techniques/skills of effective selling in their day to day interaction with their customers and generate more business for their organization. Contents: This course covers the following: • Telephoning, Oral, Presentation Skills and Body Language • Basic sales activities and processes • Selling techniques • Using customer psychology to garner more sales • Handling Irate and difficult customers • Maintaining of records, soliciting and using customer feedback • Using market research, customer and competitive intelligence to generate more sales • Developing and implementing a Product / Service sales Plan Who may attend the Programme? All Junior/Middle Managers, who are in the business of selling high value products and services, may attend the program. Course Delivery Mode: The program will be delivered through discussions, presentations, case studies and role plays. Venue: The program is non-residential and will be conducted at Siva Sivani Institute of Management, NH-7, Kompally, Secunderabad Duration: The Program is scheduled for two days i.e., 1 st and 2 nd August, 09. Facilities: The institute will take care of the hospitality of the participant delegates. The delegate fee includes professional charges, seminar kit, lunches on both days and free transport from stipulated stops. Those who wish to utilize Institute’s transport are requested to inform the organizers well in advance. Faculty Profiles: Dr. M. Anil Ramesh, Professor & Head – Marketing Dr. M. Anil Ramesh is a graduate of Science from the prestigious Nizam College, Hyderabad. He completed his Masters in Business Management from Osmania University. He secured 7 th rank in the University and was first in marketing. His PhD is in the field ofconsumer behaviour. Dr. M. Anil Ramesh has over two decades ofmarketing and selling experience both in India and in foreign countries. His stints in the industry include HCL, RES Limited, Oman Solar Systems LLC Oman. He has worked in School of Management Studies, CBIT Hyderabad. In 2002 Dr. Ramesh was recruited by ministry ofeducation to work in Bahirdar University, Ethiopia. This assignment was sponsored by UNDP, United Nations. He was a very popular teacher and was made the Public Relations Officer for the Bahirdar University.
