Your sales executives will come back to the company with a feasible working plan ensuring:
- that your sales executives manage their planning, time, administration and reporting effectively
- that your sales executives plan an effective sales campaign that is sustainable and effective and in line with company requirements
- that your sales executives consistently attain their targets

Self motivation
Performance measurement
The search for new business
Maximizing existing accounts
Evaluating work ethnics

Facilitated by: Marc Andrew
Marc Andrew has a national diploma in marketing and sales management from the Pretoria Tech, and a sales project diploma and train the trainer from the Industrial Society of London. Marc Andrew has sixteen years experience in sales from sales executive all the way through to group sales director for a global business information company at the age of thirty one.

The focus on this workshop is not on the sales "coalface" but more on the sales "back office".
The purpose of this two-day workshop is to equip sales executives with the skills and understanding as to their function which is to bring in the business in a cost effective, consistent and measurable way. To understand that eighty percent of the sale is done prior to the proposal presentation and that you need to balance sales numbers and sales quality.

The course looks at the following aspects:
- The seven steps to a sale
- Sales readiness
- Time, planning and area management
- Systems, strategy and people
- Needs dialogue
- Sales structure
- New business development
- Accounts management
- NLP in effective sales presentations
- Drawing up of proposals
- Delegation of responsibility and accountability
- Key areas and responsibilities
- What influences behavior and attitude
- Evaluating sales performance
- Product and client
- Developing a sales platform
- Killing the client
- Managing expectancies (company and client)
- Sales versus marketing
- The solution sell
- Sales research and development

Venues

Date: 11 February 2009 to 12 February 2009
Location: Pheasant Hill House, Irene/Midrand
Cost: R 2 900.00 (Excluding VAT)

Date: 06 May 2009 to 07 May 2009
Location: Pheasant Hill House, Irene/Midrand
Cost: R 2 900.00 (Excluding VAT)

Date: 12 August 2009 to 13 August 2009
Location: Pheasant Hill House, Irene/Midrand
Cost: R 2 900.00 (Excluding VAT)

Date: 14 October 2008 to 15 October 2009
Location: Pheasant Hill House, Irene/Midrand
Cost: R 2 900.00 (Excluding VAT)

Date: 09 December 2009 to 10 December 2009
Location: Pheasant Hill House, Irene/Midrand
Cost: R 2 900.00 (Excluding VAT)

Contact: Marc Andrew
Company name: The Communication Academy
Telephone number: +27 82 920 5945
Email address marc@thecommunicationacademy.co.za