Location

Community Services & Continuing Education - Cairo

Objectives

• 1. Growing current accounts: One of the most profitable ways to grow revenue is by selling more to existing accounts. It sounds obvious, but most companies don’t put an emphasis on this. In fact, our Benchmark Report on Top Performance in Strategic Account Management found that 76 percent of companies believe they should be generating at least 25 percent more revenue from their strategic accounts. This represents a huge opportunity for most sellers. Organizations can turn these opportunities into account growth reality by obtaining the right knowledge, skills, tools, and action plans.2. Increasing the size of your sales: While growing your existing accounts can help boost the size of your sales, there are other ways to do this as well. For instance, sellers can improve their needs discovery to uncover the full set of buyer desires and afflictions. They can also target larger clients who have a bigger appetite for their products and services. One key to doing this is increasing prod

Outcomes

Study the market requirements.Follow up on customers' requests and work on them.Make an annual sales plan.Make a forecast of the sales that you achieve.Study the annual sales of the company.Create a balance between supply and demand.Follow up on competitors and adjust sales prices.Follow up of my employees and ensure that they carry out their duties.Collaboration between all employees in order to achieve sales goals.

Course Contents

What Is Selling? What is sales management Objectives of sales Management What Do Customers Buy ?Individual Purchase Process Sales Organization structure Line Sales Organization structure Functional Sales Organization The roles of Sales in Marketing Relationships Types of Sales Transactions The sales process Steps of Sales process Time Management Group Meeting Personal Selling Sales Persons Sales force Structure