A Four Day Program on
Managing the Sales Force

Objective:
To provide an understanding of approaches and processes required to managing customer interactions effectively for building long term relationships.
Content:
Sales Program Formulation: Market Segmentation, Sales Partnering
Sales Organisation
Styles of Sales Leadership
Performance Counselling
Evaluation and Control of the Sales Effort
Role of I T in Sales
Basics of Finance
Methodology
The methodology adopted will be quite varied. Lectures, Case studies, group work and feedback on instruments about one' s style will be used.
Participant Profile
The Program is designed for a broad range of executives in both product and service companies across all industries. They may include sales managers, branch managers, and other senior sales executives who have a sales force reporting to them.
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