Building through Learning... Program Overview “Without sales there is no business” … this is the core idea behind this program. This program is delivered by RITI in cooperaon with Shiſt Training and Consulng to help sales professionals and sales managers set the right SALES FORMULA for their specific business needs. The ulmate goal is to acvate sales role in maintaining healthy business both in short and long term. Sales career is just like the famous FORMULA, parcipants always on the road, always in compeon, always enhancing and upgrading their gears. SALES FORMULA helps sales professionals move smartly focused on the relevant targets, equipped with the right toolbox, and sure the enhancements and upgrades are done in the right order without leaving relevant prerequisites unfulfilled. SALES FORMULA uniqueness comes from its unprecedented blend of academic backbone with praccal experience. This blend is finally flavored with the specific nature of the local market in Egypt, Middle East and African markets. General Sales Training Sales Square 1 (8 Hours) • What is sales and differenaon between sales and other customer focused funcons • Inevitable finance knowledge for sales professionals • Inevitable markeng knowledge for sales professionals • Sales channels and different types of selling • Different sales funcons within the sales organizaons • Buyers and their movaon • Selling cycle and purchasing cycle Sales Planning, Preparaon and Execuon (24 Hours) • Basic steps for successful selling and mastering the sales cycle • Essenal selling skills. • Acve prospecng and qualifying • Sales funnel management • Approaching and communicang with the customer • Opening, Offering, Presentaon, Compeon, Negoaon, Closing and Quesons • The DoNots of selling Account Management Training Panoramic Key Account Management (16 Hours) • What’s account • Relaon value rather than commodity price • Key account’s idenficaon, priorizaon and selecon • Relaon stage idenficaon and relaon development • Key account profiling • Account manager role • Mandatory commercial knowledge for account managers Execuve Account Management (8 Hours) • Advanced commercial knowledge for account managers • Business planning • Basics of strategic management Connued Sales Formula Professional Diploma The Ulmate Winning Formula Content
Transcript
Building through Learning...
Program Overview“Without sales there is no business” … this is the core idea behind this program. This program is delivered by RITI in cooperation with Shift Training and Consulting to help sales professionals and sales managers set the right SALES FORMULA for their specific business needs. The ultimate goal is to activate sales role in maintaining healthy business both in short and long term.Sales career is just like the famous FORMULA, participants always on the road, always in competition, always enhancing and upgrading their gears. SALES FORMULA helps sales professionals move smartly focused on the relevant targets, equipped with the right toolbox, and sure the enhancements and upgrades are done in the right order without leaving relevant prerequisites unfulfilled.SALES FORMULA uniqueness comes from its unprecedented blend of academic backbone with practical experience. This blend is finally flavored with the specific nature of the local market in Egypt, Middle East and African markets.
General Sales TrainingSales Square 1 (8 Hours)• What is sales and differentiation between sales and other customer focused functions• Inevitable finance knowledge for sales professionals• Inevitable marketing knowledge for sales professionals• Sales channels and different types of selling• Different sales functions within the sales organizations• Buyers and their motivation• Selling cycle and purchasing cycleSales Planning, Preparation and Execution (24 Hours)• Basic steps for successful selling and mastering the sales cycle• Essential selling skills.• Active prospecting and qualifying• Sales funnel management• Approaching and communicating with the customer• Opening, Offering, Presentation, Competition, Negotiation, Closing and Questions• The DoNots of selling
Account Management TrainingPanoramic Key Account Management (16 Hours) • What’s account• Relation value rather than commodity price• Key account’s identification, prioritization and selection• Relation stage identification and relation development• Key account profiling• Account manager role• Mandatory commercial knowledge for account managers
Executive Account Management (8 Hours)• Advanced commercial knowledge for account managers• Business planning• Basics of strategic management
Continued
Sales Formula Professional DiplomaThe Ultimate Winning Formula
Content
For Information and RegistrationRegional IT Institute
Training Programs Department11A Hassan Sabry Street, Zamalek, 11211, Cairo, Egypt.
Key BenefitsAfter completing this program, the participant will have both individual and organizational benefits. The individual part includes being able to carve a successful sales career up to the successful senior sales management level.The organizational part includes the ability to leverage individual effort as well as team integrated effort and team organization to maximize the outcomes of the sales organization with the highest efficiency. Another organizational improvement is achieving a successful sales culture and atmosphere where the sales team is well positioned within the organization and motivated to perform up to their maximum.
Instructors’ ProfileSuccessful sales training is not just knowledge transfer, besides knowledge it must include practical experience sharing, updated implementation, tips and sales tactics that fit different situations. It takes more than academic knowledge to deliver these elements. That’s why, the instructors of this program are selected with a current and updated successful sales career experience as well as the basic academic knowledge backbone to make sure they deliver the intended structured knowledge base accompanied with the practical touch of “how to do”.
Practical Information Location: Regional IT Institute Premises.Duration: 96 hours. Schedule: Once a week from 10:00 to 18:00. Registration Requirements: Registration form and 2 photos.
Participants’ ProfileSALES FORMULA is designed for a wide range of groups: • It fits fresh sales professionals with as brief
experience as one to three years. For this group, the SALES FORMUAL installs the foundation of sales and lays out the different routes of sales as well as the needed skills and tools for each.
• It also serves the more experienced sales professionals with about a decade of experience. For this group the SALES FORMULA has a very important role in recapping what had been missing through the sales journey so far and serves in building the next level of structured sales career.
• The last target audience group is sales managers with less than five years experience. For this group SALES FORMULA makes sure the sales function is clearly laid out in the audience minds as well as different team members’ roles and responsibilities. SALES FORMULA has two more focus areas for this group: first introducing the effective formula of sales management including sales and people. Secondly, designing and managing sales organization including organizing people and jobs as well as effective reporting flow within the sales organization.
Product Management TrainingProduct Management (16 Hours)• Product manager role in sales organization• Product manager profile and skills• Basics of marketing• Competition• Product positioning• Building essential product selling kit
Sales Formula Management TrainingEffective Sales Force Management and Leadership (16 Hours)• Sales manager role• Difference between salesman and sales manager• Measuring team performance• Managing sales forecasts
• Territory planning• Managing sales meetings• Performance monitoring and appraisal• Coaching• Motivation• Compensation, rewarding and corrective actions
Sales Organization Structure and Reporting Flow (8 Hours)• Different functions in sales organization• Organizing sales force• Reporting and communication within sales organization• Reporting and communication between sales organization and the other business functions
