Relationship Sales Programme Course Outline

1
Relationship Sales ProgrammeCourse Outline

• INTRODUCTION
• The course emphasis is on the building of long
  term relationships with Key Customer and
  Influencers (specifiers).
• The programme places emphasis on how to sell the
  full value of your range of products and
  aftermarket spares and service, not purely
  product price.
• PROGRAMME AIMS
• To further develop the skills and knowledge of
  the Sales/Marketing teams in
• The Building of a Business Relationship
• Selling in Depth and Customer Profiling
• The selling of a Valued Proposition such as
  Total Ownership
• Costs
• Maximising the sales income from a Key Account
• Effective Specification Selling and Project
  Tracking
• TRAINING OUTCOMES
• Key Accounts measured against an agreed
  Relationship

2
Course Outline (Continued)

• DAY ONE
•  
• UNDERSTANDING YOUR ROLE
•  
• Value Chain Analysis
• Developing a Relationship Matrix
• Mapping your Key Accounts - value/potential
• Pre-call Planning - Networking Analysis
  (apply to value chain
• analysis)
• Developing the appropriate skills, knowledge,
  activities for a Project
• Sales Engineer and also an Area Manager
• Defining the Competitive Advantages (FABs)
  your company can
• offer a Key Customer
•  

3
Course Outline (Continued)

• DAY TWO
•  
• THE SALES SYSTEM (SIP)
•  
• Projecting a Consultative Style/Behaviour
• Pre-call Planning Family Tree, Influencers
  etc
• Sales Interview Plans-SIP
• Controlling the Interview (agenda/decision-maki
  ng criteria)
• Funnelling using the SIP
• Gap Analysis using the SIP
• Commitment using the SIP
• Closing using the SIP

4
Relationship Sales Contents

• Page
• Understanding your Selling Role 1
• Types of Customer Relationships 2
• Value Chain 3
• Relationship Matrix 4
• Mapping your Customers 5
• Analysing the Group Interaction 6
• Analysing the Interaction Pattern 7
• Our Selling Role Adding Value 8
• The Value of a Sales Hour 9
• Relationship Selling Model 10
• Strategic Sales Management 11
• The Consultative Selling Approach and
• S.I.P (Sales Interview Plan) 12
• Sales Interview Plan 13
• Pre-call Planning 14-15
• - Typical Behaviour Profiles 16-19
• Interest (Empathy) 20