Code Course Name Course Overview No.UPJ-MS-001 Making Major Sales – The Core of Advisory Selling and SPIN Model At the foundation of any successful sales force lies the ability of its reps to skillfully plan and execute sales calls to uncover and develop customer needs. The course focuses on the advisory selling process and SPIN techniques. These are the behaviors and skills the successful seller employs when they are face to face with a client:    ·What successful sales people do to prepare for a call    ·Sell solutions, not products    ·Listen, not tell    ·Set right strategies along with the psychological and behavioural changes of a customer in purchasing    ·How they link their offerings to buyer needs    ·How successful reps sell to the high-level people, improving sales effectiveness and customer loyalty    ·How the successful seller determines if the call was effective No.UPJ-MS-002 Major Account Selling Strategies – The Customer Decision Circle and Solutions The course helps organizations develop strategy skills for navigating customer accounts, understanding their customers' decision processes and the selling strategies that are successful at different points in the selling cycle, and giving its members the necessary tools to navigate long and complex sale.    ·Develop a buyer focus and understand how people buy    ·Tailor their selling approach to map with each step in the buyer's decision-making process    ·Identify and influence their customers' decision criteria    ·Reduce the risk of potential showstoppers    ·Analyze their competitive position and develop strategies to overcome vulnerabilities    ·Anticipate and defuse disenchantment during implementation    ·Turn a single sale into a lucrative relationship 　 No.UPJ-MS-003 Effective Sales Coaching – The Principle and Approach to maximizing Sales Performance Sales managers hold the pivotal job in the development of a sales force. Effective behavior change among sales people must involve their front line managers as coaches. The course helps managers acquire the skills to maximize the sales performance of their teams, sustaining and building upon what they learned individually.    ·The four approaches and methods of sales coaching    ·Key rules to coach    ·When to coach and when to sell    ·How to avoid barriers to coaching    ·How to aid sales people in planning calls    ·How to encourage behaviors that correlate with success and effectiveness    ·How to provide feedback in a manner that motivates reps and leads to positive change

Who Should Attend    ·Front-line staff and managers in sales, marketing, business development, and customer service    ·Senior management in the same function    ·Company executives as well as non-sales staff in need of sales knowledge    ·The course in particular applies to organizations doing B2B business, namely, selling to big accounts, making major sales, and running in non-retailing sector.

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