The Disciplines in Professional Selling

Thursday - Friday
9:00 am - 5:00 pm

With professional selling, you can deliver peak performance aligned with your company’s overall culture of producing the best results.

Acquire a compendium of effective sales practices attuned to the changes in the business landscape through the Disciplines in Professional Selling. Approaches are not only limited to generating buyers’ interest on the products or services being offered, but it also provides a holistic framework from closing the initial sale, to after-sales-service, and client patronage.

This course will comprise of lectures, case studies, presentations, and open discussions. It is participants-focused so that learning becomes a continuing objective.

After the course, you will:

   1.  Gain insights on how to interface with clients for positive
        selling responses;
   2.  Understand and adapt to the disciplines in professional
        selling in all relevant scenarios;
   3.  Identify, classify, and internalize individual customer's
        needs, buying motives, and decisions;
   4.  Explore sales opportunities and develop package proposals
        aligned to the customer’s identified needs; and
   5.  Consistently project professional image in delivering your
        product and/or service.

1.  Professional sales representative with at least one year field
      experience
2.  Sales supervisor
3.  Sales trainers / Coach

DAY 1

Discipline No. 1: Knowledge and skills proficiency
                           in professional selling
   a.      The professional salesperson, knowledge and skills
   b.      Classifications and motivations
   c.       Roles and functions
   d.      Identifying and appraising the salesperson
            (key result areas)
   e.      Working styles

Discipline No. 2: Communication and interfacing skills
                          in professional selling
   a.      Communication
   b.      Personality styles

Discipline No. 3: Understanding the customers, identifying
                          and addressing their demands and desires
   a.      Customer classification
   b.      Buyer's motivation
   c.       Analyzing their needs
   d.      The Decision Making Unit (DMU): composition,
            purchasing decisions, and issues
   e.      Basis of purchasing decision
   f.       Key issues in developing major accounts for  continuous
            product patronage or support 

DAY 2

Discipline No. 4: Undertaking the selling function
                             in professional selling
   a.     The selling process
   b.     Key issues in winning sales opportunities
   c.     Competition and threats
   d.     Competitive edge and sales mileage
   e.     Business case presentation vs. business presentation
 
Discipline No. 5: Harnessing performance
                          and gaining continuous support
                          from potential accounts
   a.     Demand creation / demand reaction
   b.     Investing time, effort, and money on worthwhile accounts
   c.     Call patterns and frequency for continued product    
           patronage and support
   d.     Gaining customer's support on sales and promotional campaigns
           and goals

has 35 years of experience in the field of sales operations, of which 21 years were spent in Warner Lambert Philippines , rising from the ranks as medical representative to district manager, to regional sales manager, to national sales manager and then as training director (Philippines and Southeast Asia).