Overview

Many companies today are seeking not just ‘ suppliers’ but ‘partners’. These companies want to do business with organisations that can assist them to save money, make money or in some way add value to their business offering.

To succeed in today’s highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but require an understanding of their clients’ businesses and how they can contribute positively to their success.

Salespeople have to act as advisers, problem solvers and consultants and be able to demonstrate how they can promote growth, profit and enhanced customer satisfaction for their clients.

This Short Course explains the various roles and responsibilities of the professional salesperson. It demonstrates how through skill, self organisation, knowledge and strategy, they can effectively maintain and develop existing business, create new business and successfully ‘lock out’ the competition.

Topics Covered

• Best practices in Personal Selling
• Basic steps in the Personal Selling Process
• Acquiring product and service knowledge
• Prospecting
• Making the approach
• Identifying customer needs
• Making the presentation
• Closing sales
• Following up
• Self organisation
• Identifying and analysing business opportunities
• Setting sales objectives
• Organising and managing the sales territory
• Forecasting sales
• Making optimum use of your sales resources
• Building and strengthening customer relationships

Who should attend

This Short Course is especially valuable to:

• Those who are new to sales or are contemplating a career in sales
• Those who already occupy a sales position but lack formal training
• Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background

What Participants Say

"I thoroughly enjoyed the Short Course I attended on Sales Skills presented by Doug Robertson. The knowledge I gained has been invaluable. Doug made the two day course interesting and enjoyable as well as informative, whilst the university played the role of the perfect host and took great care of us. I look forward to attending another course in the near future and I would definitely recommend this course to anyone who wants to enhance their sales skills."

Reem Niazi - Account Support @ Broadcast Communications Limited

"I found the course extremely helpful and couldn't wait to get back to work to implement changes and ideas directly stimulated by the course. I learnt skills that I will apply to the rest of my career and life."

Matt Jackson - Account Support Representative @ Broadcast Communications Ltd (BCL)

"I have a professional background in teaching, business and law, but was a complete beginner in Sales. I found this course effective in de-mystifying the Sales process - our class made huge strides in confidence and knowledge over the two days. Doug took us on a tour that covered all the bases of how-to and what-to do for best practice, and then expanded the content to include the finer points - which make all the difference in achievement and performance. His practical examples and deep understanding of his subject kept us both intrigued and entertained. I would recommend this course to anyone requiring Sales skills, whatever their background level."

Frances Horton-Clarke - Account Representative @ We Help Limited

Presenter

Doug Robertson

Doug Robertson is a director of the Robertson Group, a NZ based consultancy with affiliates in Australia, UK and the USA. The Group’s work is in the areas of Best Practice Management, Organisational and Leadership Development, Research, Business-based Training and Intellectual Property.

Originally from Edinburgh, Scotland, Doug trained as a Graphic Designer. After migrating to New Zealand, he pursued a management career in Sales and Marketing, and has held positions of National Sales Manager, Marketing Manager, Advertising and Sales Promotions Manager for a number of corporations like Crown Lynn Potteries, Lincoln Toys and Mitre 10.

His client base covers companies in Manufacturing, Retail, Agriculture and Forestry, Professional Services, Local Government and Tertiary Education both in Australia and New Zealand.

Doug has lectured in Marketing, Service Marketing and Management Studies and has been a faculty member of several New Zealand Executive Development Programmes.

Doug has also been involved in many projects for not-for-profit organisations and professional bodies. He assists organisations to enhance their overall results through the continuous improvement of their people, processes and capabilities. Past attendees of Doug’s courses describe him as ‘an effective and inspirational teacher who brings the subjects to life’. He gives his class skills which they can apply immediately.