SALES OPERATION PLANNING AND MANAGING CUSTOMERS
(VIRTUAL AND PHYSICAL EVENT)
The ability to find, satisfy and retain customers is at the very core of business success and the key to driving profitability. Modern customers are more informed than ever due to social media and the ease of access to online information. This has fundamentally changed the way the sales function operates and, as a result, sales teams need to meet and connect with customers at each stage of the decision-making process.
This multifaceted customer journey creates far more opportunities for salespeople to meaningfully engage, both digitally and in person. However, it also increases the potential for challenges. As the sales function becomes more strategic, it’s critical that managers equip their teams with the tools and techniques best suited to the customer-centric marketplace
In this fast-paced Sales Operation Planning and Managing Customers training course, you will learn how to find and use the right information to understand what your customers want and what will delight them. Our understanding of the psychology and Science of persuasion, loyalty and the purchasing desire has moved forward enormously in recent years. All buyers are looking for Quality and Value, yet these are both hugely subjective concepts.
Our training course explores precisely what is happening in the mind of the customer to inspire loyalty, trust and the purchase decision
Through this training, Participants shall explore the challenges facing the sales function and its strategic role within an organization, how to run a customer portfolio analysis and evaluate the various strategies for building customer relationships, and discover the effective frameworks to evaluate a salesperson or team’s performance.
LEARNING OBJECTIVES
By the end of this training course, participants will be able to:
- Understand selling environment and selling jobs
- Assess and review your value proposition for each core customer segment
- Identify and utilize selling opportunities
- Understand some of the science of Persuasion and Influence and how to use it in our own Marketing efforts
- Understand the role and importance of social media in a customer-centric world.
- Evaluating customers’ needs and the triggers and motivators that are important
- Evaluate customer feedback to fine tune your systems
- Delivering consistent service and measure and demonstrate its success
- Understand the process of selling and sales management
- Handle customers properly
- Apply faster and effective negotiation skills
COURSE PROGRAME
Day One:
Introduction of the course
Sales presentation
Closing the sale
Understanding precisely what the customer means by Value and Quality
Sales objections and negotiation
Day Two:
Customer care
Customer retention and loyalty
Service quality
Elements of a customer relationship strategy
Product knowledge
Day Three:
Face-to-face communication
Planning a customer service programme Telephone communication
Relationship Marketing
Benchmarking
Customer portfolio analysis and management
WHO SHOULD ATTEND
This training is suitable for Marketing executives and managers, Customer Service Staff, Marketing and Sales Staff from corporate companies, Banks insurance companies and the like.
PARTICIPATION FEE
TZS 300,000/= per person (Physical), and TZS 150,000 for Online participants paid through Equity Bank Account No. 3003211802968. Name: Para Africa Ltd. Fee shall cover facilitation cost, Certificate, course material, stationaries, Conference package.
TRAINER
Mr. Nebart Mwapwele is a trade economist with extensive knowledge and experience in business management, sells and marketing, projects and private sector development. Currently working as a Lead Consultant at Seabreeze (T) Ltd and recently worked as Executive Director for Tanzania Chamber of Commerce, Industry and Agriculture (TCCIA), responsible for strategic planning, policy design and analysis, project planning and advocacy issues. He has managed various projects supported by various donors including the EU, World Bank, and International Trade Centre. He holds a Master’s Degree in International Trade and Bachelor of Business Administration both from the University of Dar es salaam