PRACTICAL TRAINING SERIES - SALES MANAGEMENT BASICS + training subordinates

Sales managers have a strong tendency to focus solely on selling at the expense of training and working through subordinates. But is this the solution to strengthening the company’s long-term future?

Sales managers are usually superior sales reps promoted into management because of their selling successes or experience. But how good are sales managers at really working through and developing subordinates as quality sales management is supposed to do? Sales managers need to possess management and understand/ practice the science and art of training and developing subordinates.

So, what is the role of the sales manager in your organization?

Superstar sales rep achieving sales forecasts
while acting as a caretaker for a group of sales reps
or
Complete manager achieving sales forecasts and
developing subordinates while utilizing good management skills.

Course Objectives:

1. Understand the basics of sales management
2. Confirm own sales management style, management strengths/weaknesses
3. Clarify each sales rep learning styles, motivation, strengths/weaknesses
4. Be able to plan, coordinate, and deliver sales rep training and development
5. Utilize proven methodologies, guidelines and forms for sales management and sales rep development

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Which sales managers in the organization need to attend this training seminar?

Line Managers

1. Experienced but needing a refresher course
2. New to the sales management ranks and needing the basics
3. Future sales managers, to get a head start at understanding management
   

Senior Sales Managers

1. Senior sales management who establish policy and activities for the sales department
2. Sales training managers who develop and initiate internal training programs
   

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Agenda

Management basics elements review (including practical field application examples and methodologies)

• Leadership styles
• Motivation elements
• Coaching and training
• How people learn
• Communication

How to develop and train sales rep
(including specific actions for initiating immediate training)

• Planning and enabling sales rep training
• Training element

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Date	October 27, 2009 (Tuesday)
Schedule	09:00 – 17:00 (lunch included)
Venue	Tokyo American Club 4-25-46 Takanawa, Minato-ku, Tokyo 108-0074 03-4588-0670 www.tokyoamericanclub.org
Instructor/Trainer	Mr. Ziya Muhamedcani Madison Company www.madisonsfe.com
Language	Japanese

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Fee	57,500 yen (Tax included)
Payment Cancellation Policy

1. 30 days prior to arrival no cancellation charge
2. 14-29 days prior to arrival 50% cancellation charge
3. 7 days prior to arrival 75% cancellation charge