Management Skills for Field Sales Managers

Wednesday - Friday
9:00 am - 5:00 pm

As a Field Sales Manager (FSM), you are tasked to deliver performance through direct reports. As such, you should be proficient particularly on the core functions, which are planning, organizing, controlling and leading.

This course provides insights on various issues pertinent to the activities of an FSM. You should be able to balance executive level work vs. field related work together with your direct reports. You will also benefit from an insightful discussion of the roles and functions of Managers vs. Leaders, since not all managers are leaders.

After the course, you will:

• Manifest understanding of the FSM's roles and functions;
• Learn, appreciate and apply the management functions of planning, organizing, leading and controlling;
• Learn and apply the management tools for skillful management of the direct reports;
• Learn how to effectively undertake people management to enhance performance from the direct reports; and
• Learn and gain insights on leadership, its varied styles, and competencies.

Field Sales Managers/Supervisors, Sales Managers, Marketing Managers, Sales Representatives who will be promoted to Field Sales Managers, Entrepreneurs who directly handle sales/collection through their field sales staff. This course is applicable in all industries.

Day One
A.  Communication skills for FSMs
B.  Personality styles and efficient interfacing
C.  Who and how are FSMs appraised
D.  FSM's key roles and functions
      1.  FSM's key role in the organization
      2.  Key issues on planning work
      3.  Major activities in the organizing function
      4.  The FSMs controlling function

Day Two
A.  Selling cycle
B.  Selling styles of field sales personnel
C.  FSMs leadership styles and authority styles
D.  Sales personnel's selling styles vs. FSM's leadership styles
E.  Coaching and Counseling
      1.  Definitions – coaching / counseling
      2.  Coaching / counseling process
      3.  Benefits of coaching / counseling

Day Three
A.  Motivating field sales personnel
B.  Conducting sales meetings
C.  Performance evaluation (why, when, how)
D.  FSM, the leader of his team
      1.  Leadership defined
      2.  Leaders vs. Managers
      3.  Leadership qualities (positive / negative)
      4.  Leadership attitude
      5.  Challenges in the new millennium

has 35 years of experience in the field of sales operations, of which 21 years were spent in Warner Lambert Philippines , rising from the ranks as medical representative to district manager, to regional sales manager, to national sales manager and then as training director (Philippines and Southeast Asia).

"Everything was presented in a manner that can be understood and applied. I am now confident that I can carry on my responsibilities as a field sales manager."

- Camille C. Tabanera Sales Manager, Multi-line, Cebu

"The program for Management Skills for Field Sales Managers provides us to become new leader of our industry."

- Alexander Uy Jao Proprietor, Tomes Marketing/Uncle Joe Group of Water Company

"It widens my present skills and understanding on how to properly perform the tasks/responsibilities that the management assigned to me."

- Norman L. Delfin Area Sales Manager, Rebisco