Course objective

The objective of the training course is to provide the tools for a proper market analysis in the today’s social reality. The training course will enable the management to design their role within the sale’s process by acquiring knowledge enhancing their ability to manage the organization in relation to its potential resources, and sales area in general. The training course will provide "behavioral maps" of reference, configured to size, to be used in market analysis and in the context of the specific organization, thus maximizing the effectiveness of the results. Sale qualitative and quantitative performance factors will also be discussed.

Training course Topics:

• Economic, social and business scenarios
• Principles and foundations of effective communication
• Non-verbal communication
• The legal regulation of the sale agreement
• Customer complaint management
• Written communication with the client
• Evolution of quality concept and its impact on the sale
• Marketing function
• Sales targets: planning and programming
• Definition and management of sales key performance indicators (KPI)
• Sales tools
• Sales process: relationships and implications
• Understanding the customer
• Behavioral and sales approach
• Sales self-motivation
• Conflict Management
• Commercial area management
• Human resources management

Training course Methodology

The training course methodology includes classroom lectures, case studies and simulations/discussions with individual and group exercises on live cases.