Sales School

Practical Sales Class

The Practical Sales Class – a way leading a salesman to the concrete result, it starts with the identification of each participants professional development potential, with setting goals for personal development and continues as eight full training days with practical tasks both in the class room and in the working place. Each participant receives a feedback and support on regular bases in order to achieve best result. By school leaving progress evaluation and development plan for further growth will follow.

Participants:

Any salesperson with sales experience from 0.5 to 2 years and/ or without systematically obtained selling knowledge and skills. In the company he/ she is responsible for selling products and services, starting from finding a customers and understanding their needs till developing a suitable proposal, concluding a deal, as well as building and keeping up relationships with clients.

Participants will benefit:

• identify a target customer and arrange a meeting;
• lead a conversation with client and understand his/her needs;
• develop a proposal, make a presentation and explain it to the client pointing out the benefits from the product/service, as well as helping client to make a decision

• analyze the client portfolio and their potential, as well as prepare his/her action plan according to the client classification;
• prepare a plan for daily activities to achieve a goal.

• analyze own strengths and weaknesses, determine and carry out the necessary personal development needs;
• build up his/her own image in compliance with business etiquette and company’s profile.
• understand the importance of main business goals and incomes/ expenses in the company, wherewith will manage explaining a price proposal, based on company’s business goal, to a client;
• appreciate marketing role as a significant support to sales and cooperate with marketing staff in order to reach sales plans in the company.

Will understand the company’s basic business principles, as well as sale, price and discount influence on business result:
Will be able to:

• understand the importance of main business goals and incomes/ expenses in the company, wherewith will manage explaining a price proposal, based on company’s business goal, to a client;
• appreciate marketing role as a significant support to sales and cooperate with marketing staff in order to reach sales plans in the company.

Trainers’ team:

All the trainers involved in the program are excellent business practicians, who are also high level adults’ trainers at the same time. The team’s mutual cooperation ensures excellent experience in sales, sales management, business management, communication and personal development areas.

Agris Grava
Ina Balamovska
Natalija Dievina
Guntis Engelis
Sandra Pallo

Teaching method and program content:

• The training consists of practical training courses within 8 full days which interchange with individual and realistic tasks in a working place. Overall the training program lasts for 3 months, and after each training course participants can practice and strengthen their newly gained knowledge in a working place, the period between courses lasts for 1-2 weeks.
• A group can consist of up to 12 participants so that each of them gets individual attention and regular feedback on his/her performance.
• The content of each training module is build so that participants receive practical behavior models which can be used at work right away.
• At the end of each training course participants have a practical home work which directly relates to the initially determined goal and leads participants to the expected work result.

During the training process each participant will create his/her own good practice manual, will receive an individual feedback from a trainer on practical tasks’ performance and recommendations on further self development.