Training Project
Part 2
Richard Hillyard
Organizational Training & Development
HRA-340
Professor Brooke Paquette
BINZ INC ----Training Plan
Purpose: The purpose of this training is to maximize our sales and expand the customer base by meeting personal and business goals.
Course title: Technical selling skills
Goals:
Our main focus should be on developing strategies for selling the product.
We shall provide detail trainings on how to persuade a customer, what are the specific selling techniques that one sales person should use? We shall help them to develop their technical selling skills and product knowledge in all product lines. Then there are some other criteria in which the salesperson should be trained like how they communicate with their managers and with each other.
Learning objectives:
· Assess your own selling style and adapt it to suit your costumers.
· Research and target the right prospects and costumers to generate the best results.
· Ask value driven questions to fully understand your costumer’s needs.
· Deploy key strategies for winning business and gaining costumer commitment.
· Keep developing your client relationships for long term and profitable business.
· Plan your calls professionally
· Gain and retain your costumer’s attention.
Training outline:
· Defining the sales process
· Active listening
· Handling objections
· Closing the sale
· Delivering presentations that sell
· Managing data and sale.
· Creative openings
· Managing your data and pipeline.
· Resolving customer service issues.
Target audience: Sales manager, Salespersons
Training time: 3 days
Methods: lectures, videos, role-plays, computer based software
Number of participants per session: 80
Location: Conference room
Prerequisites: 1 year experience with large, complex wholesale and retail organizations. Technical data sheets of existing product, historical sales statistics, and potential sales call scripts will be distributed at the beginning of the training.
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