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Control of the sales department
The course objective
The objective of the training course is to provide the necessary instruments in order to carry out an adequate analysis of the market in today’s social environment. The training course will allow the management to fit its own role into the sales process by acquiring knowledge so as to increase company management skills in relation to their own potential resources, and to the sales area in general. The training course will provide "behaviour maps" of reference, that can be personalised, to be used in the analysis of the market of reference and based on the context of the organisation in which one works; with the aim of maximising the effectiveness of the results. Furthermore, factors of sales performance (qualitative and quantitative) will be illustrated.

Subjects dealt with during the training course:
  • Economic, social and business scenarios
  • Principles and basics of effective communication
  • Non-verbal communication
  • Legal regulations in the buyer-seller relationship
  • Client complaint management
  • Written communication with the client
  • The evolution of the concept of quality and the impact on sales
  • The sales function
  • Sales objectives: planning and programming
  • The definition and management of sales performance indicators (kpi)
  • Sales tools
  • Sales process: relations and implications
  • Client understanding
  • Behaviour styles and sales styles
  • Self-motivation of the salesperson
  • Dispute management
  • Control of the sales department
  • Human resource management within the sales department
The methodology of the training course
The methodology of the training course foresees traditional teacher led , the study of real situations and simulations/discussions with individual and group classroom exercises regarding real situations.