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‧ Sales Development Program
Foundation Selling Programs
Corporate Selling Skills (CSS)
Sales Process Planning (SPP)
Successful Accounts Management (SAM)

Complementary Programs
Winning At the Top (WAT)
Leadership in Sales Management (LSM)


‧ Consultation Services
Sales Consultation Services
Sales Management Practice Assessment
Sales Skills Assessment
Management Alignment
Process Integration & Implementation
Coaching Sessions
Field Reviews
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CRM Consultation Services
Business Review and Study
CRM Deployment
Extended Support
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SALES PROCESS PLANNING (SPP)
.Program Description
    To address customer needs in a complex business environment, the day-to-day sales activities of close interpersonal engagements and strong tactical selling skills remain essential, but not enough. Highly visible corporate deals require another phase of selling skills to better prepare a sales person, and Sales Process Planning (SPP) covers the key elements in winning such business opportunities.

.Program Objectives
    This program enables the participants to:
    • Properly identify the right opportunity to pursue, thereby enhancing the win ratio
    • Shorten selling cycle and build confidence to achieve sales target
    • Create competitive advantage through delivering clear and unique value to customer business
    • Efficiently utilize available resources and avoid unnecessary resource consumption and revenue discount to minimize cost of sales
    • Walk away from low profit, high cost and high risk projects
    • Prepare practical sales activities to address the right issues at the right time to win the opportunity and maintain close relationship with customer
    • Build a common understanding and share a common language within the sales team so as to establish the best practices of a structured sales process within the sales organization


.Program Topics
    The program covers the following:
    • Understanding the impact of a complex sales opportunity to a corporate customer account
    • Addressing the importance of proper qualification process of a sales opportunity
    • Evaluating customer requirement to ascertain that the proposed offerings have the competitive advantage that is valued by the customer
    • Analyzing competitive situation and determining the right strategy to win
    • Studying the political environment within the customer organization to establish a winning position
    • Mapping the political contour of customer organization to identify the key decision makers and select desirable relationship strategies to align with them
    • Defining the key elements that form an effective sales activity that fully utilizes the available resource and achieve the objective
    • Introducing simple but powerful sales process planning tools to help reinforce the application of the methodology put forward in the program

.Program Length
    Two (2) days

Achieve Target provides Sales Process Training and Consultancy Services in Asia Pacific
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