This program is meant for 1) individuals transitioning into a sales function, 2) sales people who have not had formal sales training, 3) sales leaders who are interested in mapping the sales process to improve sales management practices, 4) marketing professionals who are tasked with enabling the sales force with the right training and content
The course takes place from 9 am to 5 pm at our campus in Gasperich.
The purpose of this course is to equip participants with the building blocks of customer centricity and what it means for the sales professional. Specifically we will be discussing the importance of doing a customer portfolio analysis to decide on resource allocation by salespeople to the appropriate customers. Customer stakeholder mapping and identifying customer painpoints along the buying journey will be emphasized along with developing customized value propositions. The second part of the course will be about creating pre-call plans along with developing the right set of questions to be used in a sales call to elicit maximum information from the customer. The course will conclude with focusing on negotiation tactics and closing of deals.
The main objectives of the program will be to inform the participants about key topics pertaining to: 1) Strategic Selling and Customer Stakeholder Mapping, 2) Developing Customer Centric Value Propositions, 3) Questioning Techniques to elicit relevant responses from stakeholders, 4) Value Communication and Capture
Practical exercises Study of real business situations Use of strategic instruments and methodologies
The participants will obtain a certificate from the Luxembourg School of Business. Our school is certified by the Ministry of Education as a lifelong learning organization and member of AACSB (Association to Advance Collegiate Schools of Business).
