Roles of sales persons

• Market conditions and challenges
• Building competitiveness factors
• The selling challenges
• The role of sales person
• The persuasive selling process

Prospecting and contacting

• The prospecting punnel
• The power of referrals
• Qualification and sales strategy
• Initial contact: introduction letter
• Initial contact: phone call
• Cold calling
• Choosing methods of contact
• Tips for telephone appointment

Planning the sales

• Planning the sales
• Anticipating the customer’s needs
• Qualifying the sales
• Developing relationship with prospect
• Gathering information
• The Information gathering “funnel”
• Group Discussion: preparing product benefit
• Individual presentation and feedback

Presenting solution and closing the sales

• Presenting solution
• Deciding on the value-added solution
• Checking for viable solution
• Developing the presentation strategy
• Written proposals
• Gaining customer’s commitment (closing the sales)
• Buying signals
• Action-keeping the commitments

Working with obstacles and handling complaints

• Working with obstacles
• Customer obstacles
• Types of obstacles
• Dealing with obstacles
• Tips in handling complaints
• Individual role-play: gathering information and selling techniques

 Coaching and mentoring

• Introduction to coaching
• What is coaching, counseling, and mentoring
• How to determine if coaching is needed
• Coaching model
• Feedback exercise: performance feedback tips
• Steps for conducting formal observation
• Coaching response exercise
• Review of handling difficult employees
• Effective mentoring techniques
• Individual role-play: dealing with obstacles and handling complaints

• Program pelatihan berlangsung selama 2 hari, total 12 jam.
• Waktu pembelajaran pukul 09.00-16.00 WIB, setiap harinya.
• Materi disampaikan dengan pemaparan, latihan dan diskusi.
• Diperkaya dengan studi kasus, simulasi, dll.

• Hard copy materi pelatihan dan alat tulis menulis.
• Sertifikat kehadiran dari penyelenggara training.
• Souvenir, selama persediaan masih ada.
• Coffe break & lunch.
• Tidak termasuk akomodasi penginapan & transportasi.

Roles of sales persons

• Market conditions and challenges
• Building competitiveness factors
• The selling challenges
• The role of sales person
• The persuasive selling process

Prospecting and contacting

• The prospecting punnel
• The power of referrals
• Qualification and sales strategy
• Initial contact: introduction letter
• Initial contact: phone call
• Cold calling
• Choosing methods of contact
• Tips for telephone appointment

Planning the sales

• Planning the sales
• Anticipating the customer’s needs
• Qualifying the sales
• Developing relationship with prospect
• Gathering information
• The Information gathering “funnel”
• Group Discussion: preparing product benefit
• Individual presentation and feedback

Presenting solution and closing the sales

• Presenting solution
• Deciding on the value-added solution
• Checking for viable solution
• Developing the presentation strategy
• Written proposals
• Gaining customer’s commitment (closing the sales)
• Buying signals
• Action-keeping the commitments

Working with obstacles and handling complaints

• Working with obstacles
• Customer obstacles
• Types of obstacles
• Dealing with obstacles
• Tips in handling complaints
• Individual role-play: gathering information and selling techniques

 Coaching and mentoring

• Introduction to coaching
• What is coaching, counseling, and mentoring
• How to determine if coaching is needed
• Coaching model
• Feedback exercise: performance feedback tips
• Steps for conducting formal observation
• Coaching response exercise
• Review of handling difficult employees
• Effective mentoring techniques
• Individual role-play: dealing with obstacles and handling complaints

• Pembelajaran dengan metode video conference by Zoom.
• Program berlangsung selama 2 hari, total durasi 10 jam.
• Waktu pembelajaran pukul 09.00-15.00 WIB.
• Materi disampaikan dengan pemaparan, tanya jawab, dan latihan.

• Modul pelatihan dalam bentuk softcopy.
• Sertifikat pelatihan diberikan dalam bentuk e-certificate.
• Bila membutuhkan sertifikat cetak, akan dikirimkan lewat jasa kurir.
• Souvenir, selama persediaan masih ada.