Course Code: busdevbspk
Duration: 14 hours
Prerequisites:

Audience

  • This program will benefit all levels of business development, sales and marketing personnel, and those who wish to improve their understanding and skills in relation to busines development.
Overview:

INTRODUCTION

In this very competitive age, you need to have an innovative approach to Business Development for sales, marketing and management in order to succeed and outlast competitors. One of the biggest challenges businesses face today is positioning their products and services for maximum marketability. In most industries, all the players have access to basically the same technology and resources; thus, the products they turn out are very similar in terms of features, benefits and pricing. In such a climate, how does a sales rep get an edge? The best way to stay one up on the competition is to become proficient at selling which not just includes sales related techniques such as presentation and negotiation but also performance measurement and people handling skills. This program aims to deliver a broad spectrum for a company’s sales development program.

By the end of this training, participants will be able to:

  • Learn the big picture: market analysis and penetration
  • acquire a comprehensive understanding on Sales to protect and expand accounts
  • improve personal selling skills
  • understand the significance of job matching, i.e. personality versus the specific sales job
  • discern the different dimensions of sales from retail, institutional, and various product and service categories
  • gain insights on value curve, create and communicate value
  • manage analytical tools to help sales effort effectively
  • enhance assignment of sales jobs
  • understand the psychological aspects of Sales
  • gain insight into negotiation skills

Format of the Course

  • Discussions, Role Plays, Case studies, Interactive storytelling, Commentary on other companies / industries, Video presentation
Course Outline:
  1. Introduction to Business Development
  2. Before you start: what to get ready for (Vision, KPI, etc…)
  3. The Analytical Front End (prelude to expansion and portfolio strategies)

- Ansoff, BCG, and PESTEL

  1. The Competitive Landscape: A look at the 5 Competing Forces
  2. Workshop: penetration, expansion and protection of accounts and sales
  3. Value creation: concept of value curve
  4. Workshop: Identification & Communication of value
  5. The Modern Account Managers/Sales personnel: WHO are they?
  6. Key Personality Dimensions: Prerequisites and Complementary
  7. Sales Matching: How the dimensions affect the job
  8. Dimensions of Sales: Retail, Institutional, product/service categories such as High-tech, Consumer, Industrial and so on
  9. Trust and Relationship selling: why is it not successful all the times?
  10. The Sales formula: How to get the liking and respect and How to Sell Yourself
  11. Two Groups of Sales Technique
  12. Psychology and the ERD Curve
  13. Upselling approach
  14. Biggest mistakes from Sales personnel
  15. Biggest mistakes a Sales Manager can make
  16. Negotiation Skills