The following learning outcomes are expected out of our L&D Programs on Sales Management
| S.No. | Learning Outcome | Remarks |
|---|---|---|
| 1 | Awareness | SPANCO (Suspect, Prospecting, Awareness, Need, Closing , Order) Cycle |
| Lead Magnets - Why? How? | ||
| Value Bombs - Why? What? When? Where? How? | ||
| Sales Kit - Why? How? | ||
| Sales Funnel - Why? What? How? | ||
| Sales Negotiation - What? Why? How? | ||
| Sales Metrics - What? Why? How? | ||
| Sales Process - Why? What? How? | ||
| 2 | Practice | How to hunt for Sales Leads? |
| How to build rapport with a prospect? | ||
| How to qualify a Sales Lead? | ||
| How to conduct the 5W1H Need Analysis? | ||
| How to answer a question / handle an objection? | ||
| How to do Part - Closing that leads to Sales Closings? | ||
| How does one prepare for a Sales Negotiation? | ||
| How does one do Sales Planning? | ||
| How to do Demand Forecasting and Sales Target Setting? | ||
| How does one do Market Sensing to gather Market Intelligence? | ||
| How to make use of a CRM software solution? | ||
| How to leverage CRM to monetise LTV (LifeTime Value) of customers? | ||
| How to prepare a winning Customer Loyalty Program? | ||
| How to leverage the usage of Internet platform for Sales? | ||
| 3 | Process | Lead Generation |
| Sales Funnel Management | ||
| Qualifying a Prospect to send a Proposal | ||
| Customer Relationship Management | ||
| Life Time Value of a Customer | ||
| 4 | Soft Skills | Communication |
| Leadership | ||
| Team Building | ||
| Conflict Management | ||
| Interpersonal Relationship Mgt | ||
| 5 | Strategy | The Go To Market Plan |
| Blue Ocean Strategy | ||
| Turn weakness into strength | ||
| New Market Launch Strategy | ||
| Work from home in troubled times |