Informasi Seminar
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CUSTOMER FOCUS SELLING SKILLS

CUSTOMER FOCUS SELLING SKILLS

Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung | 20 – 22 November 2012 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung | 26 – 28 November 2012 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  4 – 6 Desember 2012| Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  11-13 Desember 2012 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  18 – 21 desember 2012 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  26 – 28 desember 2012 | Fee : bergantung Venue

Jadwal 2013

Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  8 – 10 Januari 2013 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung | 22 – 24 januari 2013 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |  5 – 7 februari 2013 | Fee : bergantung Venue
Yogya / Bali/ Balikpapan/ Solo /Lombok/ Bandung |   19 – 21 februari 2013 | Fee : bergantung Venue

Jadwal Training 2013 Selanjutnya …



Pelatihan teknik menjual ini difokuskan kepada bagaimana memenuhi kebutuhan pelanggan sehingga sangat cocok untuk staf penjualan yang bergerak dalam bidang penjualan jasa, barang yang sulit dan kompleks, kontrak tender, ataupun barang/jasa yang bernilai tinggi. Pelatihan ini dimakduskan agar peserta mempunyai pemahaman dan ketrampilan mengenai Professional Selling Skills; memahami langkah-langkah teknis, konsep, sikap, dan perilaku yang dituntut dalam bidang penjualan; memperluas pengetahuan mengenai lingkungan penjualan dan pemasaran; dan dilengkapi dengan teknik membimbing dan menjadi mentor untuk sales persons junior ataupun yang baru.

Outline :

1.ROLES OF SALES PERSONS

  •  Market Conditions and Challenges;
  •  Building Competitiveness Factors;
  • The Selling Challenges;
  •  The Role of Salesperson;
  • The Persuasive Selling Process;

2.PROSPECTING AND CONTACTING

  • The Prospecting Funnel;
  • The Power of Referrals;
  • Qualification and Sales Strategy;
  •  Initial Contact; Introduction Letter;
  •  Initial Contact: Phone Call;
  •  Cold Calling;
  • Choosing Methods of Contact;
  • Tips for Telephone Appointment.

3.PLANNING THE SALES

  • Planning the Sales;
  • Anticipating the Customer’s Needs;
  • Qualifying the Sales;
  • Developing Relationship with prospect.
  • Gathering Information;
  • The Information Gathering “Funnel”;

GROUP DISCUSSION: PREPARING PRODUCT BENEFIT

INDIVIDUAL PRESENTATION AND FEEDBACK

Each participant will be asked to presents the benefits of each products using LCD presentation tools. Instructor and the participants will give their opinion and feedbacks.

4: PRESENTING SOLUTION AND CLOSING THE SALES

  • Presenting Solution;
  • Deciding on the Value-added Solution;
  • Checking for Viable Solution;
  • Developing the Presentation Strategy;
  • Written Proposals;
  • Gaining Customer’s Commitment (Closing the Sales);
  • Buying Signals;
  • Action – Keeping the Commitments;

5: WORKING WITH OBSTACLES AND HANDLING COMPLAINTS

  • Working with Obstacles;
  • Customer Obstacles;
  • Types of Obstacles;
  • Dealing with Obstacles;
  • Tips in Handling Complaints

INDIVIDUAL ROLE-PLAY: GATHERING INFORMATION AND SELLING TECHNIQUES

6: COACHING AND MENTORING

  • Introduction to coaching;
  •  What is coaching, counseling, and mentoring;
  • How to determine if coaching is needed;
  •  Coaching model;
  •  Feedback exercise; performance feedback tips;
  •  Steps for conducting formal observation;
  • Coaching response exercise;
  • Review of handling difficult employees;
  • Effective mentoring techniques

INDIVIDUAL ROLE-PLAY: DEALING WITH OBSTACLES AND HANDLING COMPLAINTS

Peserta :

Pelatihan ini ditujukan kepada pihak yang bertanggung jawab dalam mengukur atau menguji peralatan di perusahaan seperti maintenance, laboratorium, QA dan produksi


TIME & VENUE :

  • 20 – 22 November 2012
  • 26 – 28 November 2012
  • 4 – 6 Desember 2012
  • 11-13 Desember 2012
  • 18 – 21 desember 2012
  • 26 – 28 desember 2012

 

Jadwal 2013
  •  8 – 10 Januari 2013
  • 22 – 24 januari 2013
  • 5 – 7 februari 2013
  •  19 – 21 februari 2013
  • 5 – 7 maret 2013
  •  2 – 4 april 2013
  •  16 – 18 april 2013
  • 30 april – 2 mei 2013
  •  14 – 16 mei 2013
  •  28 – 30 mei 2013
  •  4 – 6 juni 2013
  • 18 – 20 juni 2013
  • 25 – 27 juni 2013
  • 9 – 11 juli 2013
  • 23 – 25 juli 2013
  • 6 – 8 agustus 2013
  • 13 – 15 agustus 2013
  • 27 – 29 agustus 2013
  • 3 – 5 september 2013
  •  17 – 19 september 2013
  • September 24th – 26th 2013
  • 8 – 10 Oktober 2013
  • 15 – 17 Oktober 2013
  • 29 – 31 Oktober 2013
  • 12 – 14 November 2013
  • 26 – 28 November 2013
  • 3 – 5 desember 2013
  • 10 – 12 desember 2013
  • 24 – 26 desember 2013

 

Investasi : 
  • Grand aston, Yogyakarta
    • Rp. 7.500.000/ participant non residential,
    • special price Rp. 7.000.000/participant for minimum 3 participants from the same company.
  • Hard Rock Hotel, Bali.
    • Rp. 11.500.000/ participant non residential,
    • special price Rp. 11.000.000/prticipant for minimum 3 participants from the same company.
  • Aston Hotel,Balikpapan
    •  Rp. 9.500.000/ participant non residential,
    • special price Rp. 9.000.000/prticipant for minimum 3 participants from the same company.
  • Best Western Premiere Hotel, Solo
    •  Rp. 8.000.000/ participant non residential,
    •  special price Rp. 7.500.000/prticipant for minimum 3 participants from the same company.
  • Sheraton Senggigi Hotel, Lombok
    •  Rp.12.000.000/ participant non residential,
    • special price Rp. 11.500.000/prticipant for minimum 3 participants from the same company.
  • Aston Tropicana, Bandung
    • Rp. 8.500.000/ participant non residential,
    • special price Rp. 8.000.000/prticipant for minimum 3 participants from the same company


 

Facilities:

  • Convenience meeting room
  • 2x coffee break and lunch
  • Training kit
  • Soft and hard copy course material
  • Certificate
  • Souvenir

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