Several factors are important for good performance in such a competitive market and the ability to manage the economic cycle is essential.

At the end of the course, participants will have the ability to:

Conduct successful negotiations

Manage sales processes correctly

Develop business strategy plans, manage customer complaints and build customer loyalty

Program:

Module I:

• The importance of Human Resources for the organization – The company and HR
• Human behavior and motivation
• Maslow and Herzberg theories
• Organization chart and human resource management techniques
• Performance evaluation and management
• Reward systems

Module II:

• Marketing and support for commercial activities

Module III:

• Price formation – Internal factors relevant to the process
• Product life cycle
• Strategic positioning
• Types of products
• Relevant external factors in the process
• Market segmentation

Module IV:

• Product sale and concept
• The internal environment and the strategic process
• Requirements analysis techniques (SPIN)
• Customer needs
• The SPIN technique: Typology, characterization and methods
• Present the right solutions for each customer
• Presentations, demonstrations and proposals
• Techniques / techniques of commercial presentation (CVB technique)
• Objection management
• Closing sales and handling complaints

Module V:

• Organizational skills – Value chain
• Sustainable advantages and competitive maneuvers
• Implementation of the main strategic tools
• Strategic product planning

Module VI:

• Negotiation Techniques – Introduction
• Initial concepts
• Pre-trade and post-trade
• Ethics and negotiation
• Final considerations
• The sales and telephone service
• Value chain

Module VII:

• Quality of service – Introduction
• Initial concepts
• Final considerations

Module VIII:

• Basics of behavior and communication – Introduction
• Initial concepts
• Final considerations

Module IX:

• The Business Cycle – Tableaux de Bord – Introduction
• Company business cycle
• Business development plans
• Sales pipeline
• Sales Process Control – Introduction

Module X:

• How to speak in public – Introduction to the topic
• The preparation of PowerPoint presentations