According to answers.com a sales force is a person who is responsible for selling products or services via direct contact with the customer. Sales force members may be paid a fixed salary regardless of sales volume or may receive a small base salary plus commissions calculated as a percentage of revenue sold. Non-commissioned sales forces are appropriate when selling requires the involvement of a team of individuals or when there is an extremely long sales cycle. For example, some complex industrial services may require several years of effort before the prospect is sold. Salespeople may be full-time employees of the seller or may be independent, nonexclusive agents. Member of the sales force are assigned a sales territory that may be segmented by exclusive or nonexclusive geographic or market segments, product or product lines, or by specific customers or prospects.
Very Cool Ideas offers a course in Sales Force Engagement:
The purpose of the SFE Programme is to increase awareness of current sales performance and provide an effective Sales Force Engagement Model to assist the development or improvement of commercial skills. The SFE Programme has been designed and developed to equip learners with the necessary knowledge, skills and field application to produce quality sales performance and to grow the financial value of the Company. The aim of the SFE Programme is to cultivate a sales culture within your organisation that has a clear sales process using definite activities that can be taught, coached and measured to ensure sustainable sales results.
SFE for Sales Representatives
Target Audience
• Sales Representatives
• Sales Assistants
• Sales Managers
Learning outcomes
• Understand the SFE Model
• Establish the customer’s need
• Offer products to customers
• Overcome customer objections
• Close the sale
• Develop customer loyalty
• Use cross-selling skills and prospect customers
SFE for Sales Managers
Target Audience
• Sales Managers
• Senior Sales Representatives
Learning outcomes
• Understand the SFE Model
• Explain the effect of sales on the net profit of the business
• Determine sales performance
• Monitor sales performance
• Coach sales activities and skills
• Reward sales performance
SFE for Sales Leaders
Target Audience
• Sales Directors
• National Sales Managers
• Senior Sales Managers
Learning outcomes
• Understand the SFE Model
• Explain the effect of sales on the net profit of the business
• Propose strategies to improve sales performance
• Monitor sales performance
The Sales Force Engagement programme is a must for:
1. Sales Representatives
2. Sales Managers
3. Sales Leaders
4. Key Account Managers

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