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Sales Fundamentals: Leap towards Your Sales Journey

Course Name Sales Fundamentals: Leap towards Your Sales Journey
Schedule May 23, 2019 - May 25, 2019

Thursday - Friday

8:30 am - 4:30 pm

Price: Php 19,200
Description

This three-day course will provide the learning of vital skills for dealing with accounts/customers and closing the sale.  It goes through the process on how to: 

A. Effectively engage in an information exchange with the buyer during the sales call;

B. Efficiently address buyer's concerns and subsequently resolve them; 

C. Effectively know what “turns on/off” the buyer;

D. Effectively impart to the buyer what matters most about a product or a proposal; and

E. Proficiently make effective sales presentations.

Overall, this course will emphasize what the salesperson should do in a selling call and how to do it well to get the buyer's “yes.”

Objectives

After this course, you will:

1. Learn to strengthen the salesperson's selling competence and thus ensuring productivity in every selling call;

2. Understand well what a buyer needs and wants - thus matching these with well-thought-out proposals; and

3. Make data-based decisions and workable ideas in view of buyers.

Who should attend

- Salespersons, up to sales supervisor or first-line sales manager level, with at least 1 - 2 years' field sales experience.  

- Salespersons wanting to re-learn their basics and/or to refresh their selling techniques.

- Non-sales people wanting to appreciate how effective selling should be.

Outline

I. Face-To-Face Communications

II. Handling Objections

III. Account Penetration

IV. Features and Benefits

V. Persuasive Selling

VI. Closing Techniques

Resource Speakers
Mr. Rogerick P. Fermin

has a successful general management experience across several industries, with solid track record of growing revenues and profitability of businesses in start-up and expansion mode. Currently, he is the Senior Vice President for Business Development and Central Sales at Metropac Movers, Inc.

Prior to this, he was the General Manager of Concept Foods Marketing Corp and Sales Director of Turris Phils Inc. and Leysam Commercial, Inc; Business Development Management and Consultant of Starigrad Inc.; President and Head of the Office of the Chairman of My Solid Technologies and Devices Corp.; President of My|Phone; Country General Manager for Brightstar Logistics Philippines Pte., Ltd.; and Department Manager of the Food Products Division at Diethelm Keller Siber-Hegner (Thailand) Consumer Goods;

Mr. Fermin has a Bachelors degree in Economics from the Ateneo de Manila University.

Mr. Ronald Zialcita

has extensive experience in sales and distribution in the consumer goods industry, and the highlights of which have been on 1) general sales management, 2) sales training and development, and 3) operations management of distributors. 
 
His sales career had been with Procter & Gamble, starting as an ex-truck salesman, and from there he had increasing responsibilities in field sales management covering major wholesalers and the modern trade (key accounts).  He further moved on to becoming Sales Training Manager for Philippines/Indonesia, and eventually Thailand. 
 
He progressed through heading the sales organizations of Universal Robina Corporation, Sampoerna International, Sara Lee Philippines, Wella Philippines, and Unisell Corporation. 

He has been doing consulting work on sales training and development with companies in the home/personal care, automotive consumables, industrial adhesives, agri-feeds, telco, industrial equipment parts, and apparel industries.

He has a Business Administration degree from Adamson University.