sales technique training for the digital era€¦ · training venue : conference center, 4th...
TRANSCRIPT
Sales Technique Training for The Digital Era
Duration :1 Day (9:00 17:00) Fee : 10,900 Baht exclude VAT ( Early Bird 9,900 Baht exclude VAT ) (Fee includes Course Material + Coffee Break and Lunch) Instructors: Mr. Charoen Fuangtharnthip (See Profile >> Here Past Expreience
Marketing & Sales Instructo, IBM Corp., (SEAR Education Centre, Hong Kong) Technical, SW Development, Sales Mgmt; IBM Corp., M&S, San Jose, US Country Marketing Manager, Hewlett Packcard (Thailand), Thailand DATA Management, IBM Corp., San Jose, US Assistant Managing Director, AHosting Co., Ltd., Bangkok, Thailand Executive Director, Senior Advisor; Sahasedsiri International Co., Ltd. Thailand
Training Date:
21 January 2015 14 May 2015 23 September 2015
Training Venue : Conference Center, 4th Floor,QHouse Lumpini, 1 South Sathorn Rd(near MRT Lumpini Station Exit 2) >> See Map
IMC Institute Q House Lumpini Tower, 1 South Sathorn Rd., Level 27th Tungmahamek, Sathorn, Bangkok 10120 Thailand (02) 6103687 [email protected] www.imcinstitute.com www.facebook.com/imcinstitute
Who Should Attend: Sales personnel Marketing personnel Sales/Marketing management personnel Field support personnel with customer facing responsibilities Customer personnel with IT projects and management responsibilities
Target Skill Improvement:
Module SA content: Instructions on what makes a sales professional a special breed of people in IT – if they are successful, they are considered highly sought after individuals who are skilled to sell solutions in a highly technical industry. Due to the complexity and depth of Information technology, the selling skills needed can be very demanding subject to which level of IT requirements their customer needs are: 1. IT hardware 2. IT O.S, NOS. Utilities software 3. Applications (desktop apps., handheld device apps, etc.) 4. Integration of hardware, software, customer operational processes… But being technical and knowledgeable of IT is only a prerequisite. To be adequately effective, one needs to have the soft skills to apply the technical understanding so that its solution benefits will be perceived correctly by the customer so much so that he/she would “BUY”. The objective is to provide the attendee the essential knowledge of primary roles and responsibilities of an IT sales professional; what soft skills it takes to be successful; learn to succeed regardless of which level of IT complexity they are in. Module SB1 content: Instructions + clinics on the sales process, 7steps sales process:
IMC Institute Q House Lumpini Tower, 1 South Sathorn Rd., Level 27th Tungmahamek, Sathorn, Bangkok 10120 Thailand (02) 6103687 [email protected] www.imcinstitute.com www.facebook.com/imcinstitute
Step 1: Prospecting, qualifying, building rapport Step 2: Review/Verify current systems issues & area of concerns Step 3: Propose solutions & Verify key perceptions Step 4: Selling using Features, Benefits, Reactions (FBR) technique Step 5: Summarize solutions benefits (Presentation) Step 6: Getting commitment; close the sale Step 7: Assuring satisfaction and follow through The objective is to provide instructions on planning and execution required of a salesperson in performing effective sales activities such as customer calls, proposal development needed to close a sales opportunity. The 7steps sales process is well proven and the concepts included here are modeled after the training widely used by Global IT companies such as IBM, HP in training its sales force. Relevant techniques used are explained, made clear with contemporary examples by the course author who had years of experiences in IT sales training in Asia. This module also includes lecture on “How to handle objections” technique. Module SB2 content: Instructions on key data needed on customer, decision makers, influencers, competition to develop account plans to manage customers and sales territories. Lecture will also include importance of how to assess customer concerns and their needs for solution. It then proceeds to apply the Findings in developing sales strategies. The objective is to provide key essential concepts on how to effectively manage customer account. Topics include how to create and maintain account plan, how to develop account strategies based on business objectives. Recommended backoffice preparations needed by a sales professional to assess, analyze and synthesize to come up with effective call plans and activities for a customer’s situation that would increase the odds of closing a business opportunity. This module also includes “how to qualify a prospect”, an essential skill in improving the probability to close/win an account. Course Outline:
IMC Institute Q House Lumpini Tower, 1 South Sathorn Rd., Level 27th Tungmahamek, Sathorn, Bangkok 10120 Thailand (02) 6103687 [email protected] www.imcinstitute.com www.facebook.com/imcinstitute
Online Registration >> HERE
Payment Condition : Payment may be paid in full or 50% deposit at least 7 days prior to the start of the course. The payment could be paid by the following methods 1. Account transfer to "IMC Institute" Saving account no. 6162073271 , Kasikorn Bank, Sathorn Square Branch. or 2. Cheque should be made payable to "IMC Institute" Notes: In case you choose to pay 50% deposit, we would request the remaining 50% to be paid at the registration desk before the beginning of the course.
Contact Person : For more information, contact our course coordinator on:
Ms.Kwanhathai Thavornpong / Ms.Sunisa Kamhangwaratit Mobile: 0875937974, 0881927975 Tel: 026103687 Email: [email protected] / [email protected] /
IMC Institute Q House Lumpini Tower, 1 South Sathorn Rd., Level 27th Tungmahamek, Sathorn, Bangkok 10120 Thailand (02) 6103687 [email protected] www.imcinstitute.com www.facebook.com/imcinstitute