View 2013 Schedule for this Program

Sales Management and the Marketing Mix

• Common Characteristics of the Sales Force
• Discovering Core Competencies
• Sales Competency Model and Sales Competency-Based Training
• Effective Delegation
• Sales Manager Training

Forecasts and Quotas

• Quota Management
• Ways to Ruin a Sales Force
• Account Management

Coaching and Counseling for Sales

• Steps to Effective Sales Coaching
• Self Motivation and the Power of Thoughts in Bringing Results
• The Law of Attraction
• Sales Training for Effective Results

Emotional Intelligence (EI) in Selling

• EI Assessment and Debriefing
• The Power of Emotions in Selling
• Emotional Impulse Control
• Anger Management during Emotional Outbursts

Evaluating Sales Representatives

• Giving and Receiving Sales Feedback
• Evaluating Sales Representatives during Visits
• Customer Service Training for Representatives
• Sales Force Effectiveness
• Sales Performance Management
• Recruiting and Interviewing Sales Applicants

Time Allocations for Sales Managers

• Managing Time for Sales People
• How to Save Time During Selling
• Business Development and Sales Force Management
• Managing your Salespeople from a Distance

Building a Winning Sales Team

• Selling Strategically
• Understanding the Sales Funnel
• Corporate Sales Training
• Sales and Marketing Training for Effective Leadership
• Managing Sales Force Effectively with SPIN Selling and Strategic Selling
• Hypnotic Selling and the Power of the Mind