Sales
AIM Prodaja
Prodaja je ključna za kompaniju i zato je važno raditi na povećanju profitabilnosti prihoda i samih prihoda. Prodajne veštine su neophodne za uspešno pregovaranje, efektne prezentacije i zatvaranje prodaje. Ova grupa treninga namenjena je svim profesionalcima koji rade u sektoru komercijale ili prodaje. Polaznici koji najčešće pohađaju treninge iz prodaje su: Direktor prodaje, Regionalni direktori prodaje, Brend menadžeri, Category menadžeri, terenski komercijalisti, komercijalisti u maloprodaji, Account menadžeri, Key Account menadžer, Telesales prodavci, Prodajni supervizori, Sales Engineer, Prodajni analitičari, Sales controlleri…
Obuke iz prodaje razvijaju ključne veštine za uspešno pregovaranje, prezentaciju i zatvaranje prodaje. Pogledajte kalendar otvorenih obuka i pronađite termin koji Vam odgovara.
Professional sales skills
- Sales process management
- Steps to achieving excellent sales results
- Techniques for working with customers
- Mastering questioning skills
- Sales presentation management
- Handling objections in sales
- Closing the sale
- Maintaining customer relationships
Negotiation
- Specifics of the negotiation process
- Types of negotiations
- Principles of negotiation
- Negotiator strategies
- Dealing with difficult negotiators
- ZOPA – Zone of Possible Agreement
- Psychological tactics
- Closing negotiations
Sales Presentation
- Importance of presentation in the sales process
- Sales presentation
- Company presentation
- Benefits and advantages of products/services in presentation
- Structuring the presentation of products/services
- Active listening
- What customers remember during the presentation?
Sales Management
- Defining sales goals
- Market planning
- Planning sales activities
- Forming sales teams
- Time and space management
- Sales quotas
- Motivating sales people
- Compensation
- Sales leadership
- Sales and profitability analysis
Sales controlling
- Holistic approach to sales
- Defining goals
- Principles of sales controlling
- Segmentation, targeting, and positioning
- Sales activity planning
- Sales Pipeline
- Conversion rates
- Impact of discounts on sales results
- Break-even analysis
- Customer and product mix
Sales Planning
- Strategic sales planning
- Customer categorization
- Segmentation, targeting, and positioning
- Cost of sales
- Planning dimensions (products, customers, regions)
- Sales activities planning
- Sales Pipeline
- Determining customer potential
- Impact of marketing on sales
Customer Care
- What do clients expect?
- Establishing relationships with clients
- Body language
- Voice management during conversations
- Discovering client needs
- Active listening
- Feedback
- Assertive communication
- Handling objections
- Conflict management and resolution techniques
Telesales
- Psychological preparation for telesales
- Sales process in telesales
- Opening the conversation with the customer
- Importance of verbal and non-verbal communication
- Discovering customer needs
- Active listening
- Presentation of products/services
- Handling objections
- Closing the sale
- Maintaining long-term relationships with customers
Customer controlling
- Is the customer a fan of your products/services?
- Which customers are profitable?
- Customer classification and product mix determination
- Customer value
- What do we gain from the customer?
- Acquisition of new customers
- Upselling to existing customers
- Optimization of activities towards customers
- Customer relationship management
Prospecting
- How to find new customers?
- Methods and techniques for finding new customers in the market
- Qualifying potential customers
- Establishing initial communication
- Cold calling
- Creating needs
- Which customers are profitable for us?
- Acquisition of new customers
- Networking
Retail Sales Skills
- Specifics of retail sales
- Sales process in retail
- Opening the sales conversation
- Non-verbal communication
- Discovering and creating customer needs
- Presentation of products/services
- Customer objections in retail
- Up-selling and cross-selling
- Closing the sale
Sales funnel management
- Sales process management
- Sales platform
- Activity plan
- Creating customer needs
- Customer conversion
- Strategies for approaching customer groups
- Costs of sales activities
Video uvid | AIM Minut
U ovom videu AIM Instituta, trener Miloš Blagojević otkriva koje tehnike prodaje zaista prave razliku — od pripreme do zatvaranja dogovora. Saznajte kako svaki korak možete unaprediti uz konkretne primere i praktične savete.