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(46) HOW TO DEVELOP & MANAGE A TOP PERFORMING SALES FORCE

                                              KUALA LUMPUR   l 26-27 November 2007

Stay Ahead of the Competition by Unleashing a Formidable Sales Force into the Arena!

In a highly competitive environment, an organization needs an effective sales force to convince prospects and customers to buy and use the organization’s products or services. Marketing can generate awareness and bring the ball to the front of the goal post, but it takes a high-performance sales professional to kick the ball in and score.

Without an effective sales team covering the market effectively against the competition, there will be no quality customers to contribute revenue and profits to the organization in a consistent and continuous manner that will sustain the organization’s growth.

If your responsibilities include the development and management of a high quality and effective sales force, this 2-day seminar is an opportunity you cannot afford to miss. 

COURSE OBJECTIVES

At the end of this 2-day course, participants will:

• Understand the key principles involved in developing and managing a top-performance sales force to become a source of competitive advantage.

• Appreciate the key strategies required to motivate the sales force and sustain its effectiveness against the competition.

• Have the opportunity to discuss and apply relevant strategies with fellow participants using industry case studies.

WHO SHOULD ATTEND

All Managers responsible for sales force management; Sales Supervisors and Team Leaders responsible for results through a sales team; Senior Sales Executives about to assume sales management responsibilities; other Managers preparing for sales management positions.

KEY TOPICS TO BE COVERED

·         The Changing Environment Affecting Sales Force Management

-          External changes beyond control of the organization

-          Internal changes within the control of management

·         Understanding What Constitutes a Top Performance Sales Force

-          The characteristics of a top-performance sales force

-          What makes a top salesperson’s  job different

·         Competing in a Commodity World through Solution Selling

-          Competing in the world of commodity selling

-          Differentiating beyond product selling through solution selling

·         Creating Differentiation Using the Sales Force

-          Training salespeople to move from transaction selling to relationship building

-          Moving from relationship bonding to partnerships

·         Developing a Sales Strategy Involving the Sales Force

-          What constitutes a superior sales strategy

-          Developing a solutions mindset amongst the sales force

·         Managing and Motivating a High Performance Sales Force

-          Establishing clear market segmentation, sales territories and objectives

-          Understanding the psyche of top performance salespeople 

COURSE SCHEDULE

Note: This schedule is a guide and may be modified depending on the group dynamics and the needs of the participants.

YOUR EXPERT COURSE LEADER

Dr Bob Foo has been providing training in his areas of expertise and specialization - strategic selling, negotiation dynamics, marketing and strategic management for over 14 years.

Dr Foo worked for over 10 years in senior management positions with multi-national corporations dealing in diverse products and services in commerce and industry. He has extensive experience in marketing, sales and negotiations in the U.S., Europe and the Asia-Pacific.

He has worked with various companies and organizations to help formulate and develop effective sales & marketing strategies. These include British Airways, Singapore Technologies Group, Elyo Jardine, Pico Art, Malayan British Assurance Group, Hong Leong Group, Pernas Trading, Malayawata Steel, Sime Darby Group, Trans-Island Bus Services , Galderma International , Sheraton Towers Hotel, Firmenich of Switzerland , Kerry Ingredients of Ireland , Hunter Douglas, SMC Pneumatics, Buckman Laboratories, MK Electric, Tyco Healthcare, Associated Springs, Lasseffre France, Hermes Epitek, Aspial Corporation (Lee Hwa Jewelry) and Computer Associates.

He also speaks and writes on breakthrough business concepts for the 21st century. Dr Foo was key speaker on ‘Innovative Marketing Methods’ at the 2000 Singapore Retail Industry Conference and his articles have appeared regularly in Beyond Classifieds, ASIA 21, Today’s Manager and Singapore Marketer.  He was also project consultant for the book “Singapore’s Savvy: 50 entrepreneurs of tomorrow” launched at the World’s Summit of Small Business 2000 held in Singapore on 29 March 2000. 

Dr Foo is an associate faculty with the University of Strathclyde, University of Bradford, University of Wales and the Curtin University of Technology. He is also a certified Chartered Marketer and a Fellow of the Chartered Institute of Marketing (FCIM).

Dr Foo has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as several other professional qualifications in Administrative Management, Business Administration, Accounting & Finance, and Public Relations.

COMPANIES WHICH HAVE BENEFITED FROM BOB FOO’s COURSES INCLUDE...

Chong Wah Plastics Sdn Bhd v Compounding and Colouring Sdn Bhd v Vintage Tiles Industries Sdn Bhd v CMCM Perniagaan Sdn Bhd v Powerware Systems Sdn Bhd v UDA Land (Central) Sdn Bhd v MECOMB Malaysia Sdn Bhd v Corvet Technologies Sdn Bhd v Freight Management (M) Sdn Bhd v Hock Lee Rubber Products Sdn Bhd v Kenneison Quaries Sdn Bhd v Brimal Stampress Engineering Sdn Bhd v Kerry Ingredients Sdn Bhd v Rockwell Automation (M) Sdn Bhd v Wylit Industries Sdn Bhd v Dialog Systems Sdn Bhd v Evomatics (M) Sdn Bhd v Sweet & Maxwell Asia v M Sumida Electric Sdn Bhd v IT Partners Sdn Bhd v Telekom Smart School Sdn Bhd v Mecomb (M) Sdn Bhd v Mecomb Singapore v Sime Darby Systems Sdn Bhd v Ayam A1 Food Corporation v Finewood Forest Products Sdn Bhd v First Tech Pacific Distributors v Stancodex Sdn Bhd v CPT Manufacturing Sdn Bhd v NSK Micro Precision (M) Sdn Bhd v Kim Fashion Knitwear (M) Sdn Bhd v Advance Modules Sdn Bhd v Sun Media Corporation Sdn Bhd v Telekom Sales & Services Sdn Bhd v Seven Seas Computers Sdn Bhd v Pemara Labels Sdn Bhd v Aluminium Company of Malaysia v ITL Consultants Malaysia v Rhone Ma Malaysia v National Health Group v Knight Frank Pte Ltd v Mitsui Bisphenol Singapore v Schneider Electric Singapore v MHI South East Asia v Sun Ace Kakoh v Jurong SML v ID Technologies v SMIT Singapore v Xin Procurement v Atofina SEA v Drew Ameroid v Brady Corporation v Kodak Polychrome Graphics v Alumex Pte Ltd v Bally Singapore v Eastern Wire v Eastman Kodak v Esso Singapore v Hempel Coatings v Mayfran International v National Parks Board v Pan-United Shipyard v Port of Singapore Authority v Raffles Marina v Singapore Technologies Automative v Sony Music v We Become v  Metro Pte Ltd v Winston Engineering Corp Pte Ltd v GBC Asia Pte Ltd v Motorola Singapore v Aida Stamping v Aik Lian Seng Pte Ltd v Info-Communications Development Authority of Singapore v JTC Corporation v Neucor Holdings Pte Ltd v  Nippon Precision Technology (M) Sdn Bhd v Gardenia Foods v Hitachi Koki (M) Sdn Bhd v VA Dynamics Sdn Bhd v ITL Asia Pacific Sdn Bhd v Dragon Optical Media Technologies Sdn Bhd v Asian Overland Services Tours & Travel v Universiti Teknologi Petronas v MOX Gases Sdn Bhd v Maersk Logistics Customs Brokerage Malaysia Sdn Bhd v Tampin Straits Ventures Sdn Bhd v Sariteknik Sdn Bhd v Sunway Lagoon Resort Hotel v Healthronics (M) Sdn Bhd v Resorts World Berhad v  Seca Dyme Sdn Bhd v  Avanade Malaysia Sdn Bhd v Fisher Scientific Sdn Bhd v

SOME COMMENTS FROM PAST ATTENDEES TO BOB FOO’S COURSES...

Bob is a meticulous trainer , giving purposeful emphasis on our training focus. We are impressed with him and our participants have obviously gained from his 2-day course.

Theresa Tan, Human Resources Manager
Aspial Corporation Ltd.

In all the training sessions conducted by Bob, our participants have consistently rated very highly the contents of the training and his delivery style.

K.S. Lau, Director
Singapore Technologies Group

A lively and humorous trainer. Course contents and materials are well-structured.

Manfred Loo, Manager
Harpers Trading

A great learning experience, and great fun too.

Edwin Lim, Sales Executive
Azure Technologies

I would recommend Bob's programme to for both new and seasoned managers.

K.K. Goh, Manager
Woodhead Asia

Before attending the seminar I was a bit apprehensive of the quality of the course but I was surprised that this was one of the few trainings I have attended that are useful to my work.

Julia Pan, Manager
Sing Investments and Finance

Bob is an excellent facilitator . He uses relevant cases and shares his experiences to enrich our learning.

Belinda Bay, Executive
Performance Motors

COURSE FEES

236-2nd Floor, Campbell Shopping Complex, Jalan Dang Wangi, 50100 Kuala Lumpur
Tel: (603) 2691-4161   Fax: (603) 2692-5536    Email: admin@apimd.com