DAY 1

MODULE I – PRODUCT/ SERVICE VS. CUSTOMER ANALYSIS (1 HOUR)
   • This session allows participants to analyze their products and services and determine (based on historical data, product analysis, marketing information and market factors) which clients are most likely to buy their products and why. This data will be used to develop a target customer group.

MODULE II – ACCOUNT PLANNING (2 HOURS)
   • This module shifts the focus of participants from the immediate sales call towards long term account planning and development. It teaches planning for the project sale setting clear steps, actions and activities up to and beyond the project or sale close. The module also looks at setting achievable and challenging outcomes or objectives for each sales call.

MODULE III – RELATIONSHIP BUILDING THROUGH SELLING (1 HOUR)
   • This allows participants to identify what each client wants from the supplier/vendor and how to influence these demands to build lasting client partnerships. The session will include tips and techniques on written and verbal communications with clients before, during and after the sale. Opening techniques are similarly addressed.

MODULE IV – THE CLIENT’S BUYING PROCESSES (3.5 HOURS)
   • Understanding the processes and rationale used by a client to select the most appropriate vendor. This session will include a careful examination of buying criteria and identify key steps in matching a client’s key criteria to the vendor/suppliers strengths.

DAY 2

MODULE V – CREATING & DEVELOPING NEEDS (3.5 HOURS)
   • Participants will learn how to identify the saleable features of their products or services and ‘create’ and develop needs to align the product or service with the expressed needs of the customer. Specifically, participants will learn how to analyze competitors’ strengths and weaknesses against their own products or services and develop client needs to match their own strengths.

MODULE V – PRESENTING THE PRODUCT (1 HOUR)
   • This session will allow participants to make verbal product or service presentations that demonstrate clearly how the proffered product will meet the identified needs of the product. The skills taught are particularly important when selling against strong competition, selling premium priced products or selling a limited product range.

MODULE VI – CLOSING THE SALES CALL (1 HOUR)
   • This module will teach the requisite skills to close each and every sales call. Notwithstanding that many sales calls are part of the overall process of gaining a commitment to buy, participants will be taught how to plan, ask for and gain an appropriate commitment from the client that will allow the sales process to progress.

MODULE VII – PROPOSALS, PRESENTATIONS AND DEMONSTRATIONS (1.5 HOURS)
   • Participants will develop plans to address the logistics and processes of solution implementation and support. It will also cover account maintenance strategies to provide opportunities for future sales.

MODULE VII – POST SALES ACTIVITIES (0.5 HOURS)
   • Participants will develop plans to address the logistics and processes of solution implementation and support. It will also cover account maintenance strategies to provide opportunities for future sales.

------------------------------------------------------------------------------------------------------------------------------------------------ SEMINAR FEE: P12,800 (Fee covers Meals, Resource Kit, Certificate of Attendance)

GET AS MUCH AS 15% DISCOUNT! AVAIL OF ANY OR ALL OF THE FOLLOWING:

• Less 5% for early registrants (on registrations made on or before December 8, 2008)
• Less 5% for early payment (if made on or before December 18, 2008)
• Less 5% for group registration (minimum of 3 participants)

REGISTER NOW to avail of Early Bird & Group DISCOUNTS
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