know-how and skills from around the world

Main Target Audience Sales

Selling Skills

01. Your Benefit

Better understanding of Customer needs and subsequently increased customer satisfaction

02. Program Objective

Develop and improve Selling Skills. Understand why a Customer buys or does not buy and learn how to execute a systematic Sales-Call.

03. Target Group

  • Front-line salesforce and their Managers from Manufacturers or Wholesalers, who sell to Retailers.
  • Salesmen who offer and sell services like e.g. banking, insurances, etc.
  • Manufacturers of raw material, which is sold to the producers of finished product.

04. Topics Covered

  • Basics of a «Consumer Market» driven sales environment
  • Underlying sales equation:
    «understand needs» x «develop an opportunity» = «additional Sales»
  • Structure the Sales-Call from preparation to documentation
  • Tailor made sales role-plays

05. Duration

Minimum 2 days, however 3 days strongly recommended allowing sufficient time for role-plays and drilling exercises.

Overcoming Objections

01. Your Benefit

Number of rejections of your offers and proposals are reduced

02. Program Objective

Learn different methods to handle objections, which a Customer might have in response to your proposal.

03. Target Group

Front-line Salesforce and their Managers.

04. Topics Covered

  • The role of objections during a Sales-Call
  • Questioning techniques
  • Identify the «real» objections
  • Different problem solutions
  • Teamwork: identify all typical objections against your own products and services and identify ways to handle them

05. Duration

1 day

Key Account Management

01. Your Benefit

Improved understanding of Key Accounts helps to influence them better

02. Program Objective

Understand how International Key Accounts (and the evolving modern Russian Supermarket chains) operate and negotiate. Learn to deal with their increasing requests and demands.

03. Target Group

Everybody who negotiate and strikes deals with International Key Accounts and evolving modern Russian Supermarket chains.

04. Topics Covered

  • Account Knowledge: account structure, responsibilities, economics
  • Product Range: categories, private labels, product range review
  • Merchandising: standards, category management, space management
  • Promotions: role and types of promotions
  • Service: Customer service, exceeding expectations, service opportunities
  • Planning: planning flow, channel and account plan
  • Customer Communication: account penetration, forms of typical meetings
  • Performance Measurement: Key Performance Indicators (KPIs)

05. Duration

3 days

Customer Service

01. Your Benefit

A significantly improved Customer Service level will sustain old and attract new customers

02. Program Objective

  • Gear your organizations' mind towards the Customer
  • Develop an 'Internal Customer' mindset inside the company to prepare for excellent external Customer Service
  • Investigate new Customer Service opportunities

03. Target Group

Everybody in the Organization.

04. Topics Covered

  • The customer oriented company structure
  • The role of the company's Customers
  • New Customer Service opportunities
  • Evaluation of the current level of Customer satisfaction

05. Duration

1 day

A.R.M.S. TH LIGHT

Many of our Workshops are available in a LIGHT version as well

  • Less theory
  • Less exercises
  • No video-recorded role-plays
  • No handouts
Significantly LESS COSTS for you!
 

know-how and skills from around the world
best practices from around the world

Key Contacts in Russia

«A.R.M.S. Training House» Ltd.
/ +7 499 141 3985
+7 916 115 9118
(Russian) lilia@armsth.ru
(Russian) liliaarmsth

(English) herbert@armsth.ru
(English) herbertarmsth

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Key Contacts in the Ukraine

«A.R.M.S. Training House Ukraine» Ltd.
+38 050 071 0357
+38 096 519 0109
(Russian) konstantin@armsth.com.ua
(Russian) konstantinarmsth

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