This 2 day program is ideally suited for Key Account Representatives who service the modern trade, and are required to demonstrate attitude, knowledge and skills that are fundamental to building customer relations, negotiating trading terms or achieving business objectives with-in the account.

We do not recommend class room training as a means of achieving training objectives for the field force, and instead prefer to work with organisations to train their managers/supervisors on the course content, before training the field force. Post training, managers can facilitate coaching sessions on-the-job with their teams based on common skill set learned.

You can use a range of training methods and techniques to train sales people in a class room, but can they apply the learning in a real world situation.

There is an added complexity to field force training in markets where sales people jump ship for a marginal increase in salary, resulting in a constant turnover of people. Most have received some form of training in their previous jobs, and believe they can sell. As a result of this learning/unlearning cycle, most sales people prefer not to attend sales training, or end up attending courses with a negative attitude, compromising the relevance of the program.

Making a new skill a habit requires that an activity be done about 20 times, says Steven Covey. This is where managers/supervisors can add real value in the skill development of their teams through field based training by:

- Mastering the skills themselves
- Demonstrating the skills in live situations
- Using coaching skills to modify behaviour and skill.

Course Outcomes

Participants will be able to:

• Explain their role and responsibilities in the context of organisational needs
• Relate the importance of personal grooming in building self confidence
• Recognize that customer relationship is built on exceptional customer service.
• Recognize the behavioural style of your key customers and ways to interact with them.
• Demonstrate the 5 step persuasive selling skills for effective negotiation.
• Demonstrate how to make a highly structured call to increase overall productivity
• Recognize real objections and demonstrate skills to counter/overcome them.
• Recognize the impact of merchandising at point of purchase on the buying decision and demonstrate merchandising skills
• Explain the importance of selling the right products in the right quantity and quality to the right customers at the right time.

Write to us for complete details of course content, course dates, venue, and registration details.

About the Trainer

Peter Cordeiro has more than 22 years of actual real-world, hands-on experience in Training and Project Management having worked for a global Multi-national. He attained his 'Train The Trainer' certification from the UK in 1995. As a Training Manager, he successfully designed, developed and delivered training programs across the Middle East markets, for British American Tobacco, and recently for Diageo India in Mumbai & Delhi.

Everything that he teaches you has been repeatedly tested and validated. He is also a certified PRINCE2 practitioner, with a successful and verifiable track record in project Management.

His excellent facilitation skills combined with his vast knowledge and experience allows him to build immediate rapport and credibility as a trainer.

The course fee is rupees 10,000 + 10.3% service tax for the 2 day program and rupees 5,000 + 10.3% service tax for the 1 day program (includes handouts, lunch, tea / coffee and cookies during the breaks). Hotel stay and other incidentals are not included. Kindly write to: peter@kkayconsulting.com for more details. Maximum group size: 15