APIMD - Professional Selling Skills




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(19) PROFESSIONAL SELLING SKILLS KUALA LUMPUR l 23-24 February 2009 KUALA LUMPUR l 27-28 April 2009 KUALA LUMPUR l 13-14 July 2009 Develop Successful Selling Skills and Retain Your Customers! The world in which sales professionals have to operate in has changed dramatically. Today, ` competition in almost every field is much more aggressive and intense than ever before. Customers are better informed, more discerning and more demanding. Whether in selling a product or service, the rapidly changing landscape confronting salespeople requires a drastic change in mindset towards selling. Salespeople need to approach the task professionally rather than simply rely on acumen, better products, and other street-wise selling techniques. This course will provide sales people with the key essentials to sell professionally in a competitive environment. This two-day programme is designed to: equip sales professionals with skills and techniques to uncover customer needs and meeting these needs more effectively help sales executives to improve their interpersonal skills in aligning the needs of the customer with those of the company provide participants with the opportunity to apply these skills in the practical ‘role-play’ session KEY BENEFITS OF YOUR ATTENDING In just 2 days, you will learn how to: Identify sales challenges as they arise Respond to each challenge with a reasoned set of answers Open up new opportunities for sales for your company Learn how to approach different customers in different ways to make your offer more attractive Avoid entering sales processes where you can not reach a favourable outcome Produce favourable outcomes for yourself while strengthening your relationship with your customer Approach the job of selling in a more professional and realistic manner. WHO SHOULD ATTEND All Executives involved in Sales and Marketing in the Industrial, Consumer, Service and other industries. Any individual who wishes to improve sales performance, increase his company’s customer base and retain existing customers can benefit from this workshop. TRAINING METHODOLOGY This 2 day workshop will be highly interactive and action-oriented. A combination of presentation and discussions will be used. Role-plays will be introduced as part of the learning process. Video-replays of these role-plays will evaluated to enhance the learning process. COURSE SCHEDULE Note: This schedule is a guide and may be modified depending on the group dynamics and the needs of the participants. Day 1 Morning Session (9.00-10.15am) Welcome & Introductions The Environment Facing Sales Professionals - The changes in the environment - What salespeople can do in response *Tea Break (15 minutes)* Morning Session (10.30-11.30am) Becoming a Successful Salesperson - Characteristics of top salespeople - What customers hate about salespeople Morning Session (11.30am-12.30pm) Effective Time Management in Selling - Identifying the common time traps in selling - Time management techniques in selling *Lunch (12.30-1.30pm)* Afternoon Session (1.30-2.30pm) Exercises & Discussions The Selling Process and Various Techniques in: - Prospecting and Networking - Pre-Call Planning - The Sales Approach - Making the sales presentation - Overcoming Objections - Closing the sale Afternoon Session (2.30-3.30pm) Use of Verbal and Non-Verbal Skills in Selling - Use of words and phrases - Understanding verbal and non-verbal cues *Coffee Break (15 minutes)* Afternoon Session (3.45-4.30pm) Solution Selling Techniques - The need for solution selling - The various forms of solution selling Afternoon Session (4.30-5.00pm) Discussions & Summary of Day 1 Issue of case study for Role Play 1 and briefing for Day 2 Day 2 Morning Session (9.00-10.15am) Discussion & Preparation for Role Play 1 *Tea Break (15 minutes)* Morning Session (10.30-11.30am) Commencement of Role Play 1 Review, Evaluation and Discussions Discussion & Preparation for Role Play 2 Morning Session (11.30am-12.30pm) Commencement of Role Play 2 Review, Evaluation and Discussions *Lunch (12.30-1.30pm)* Afternoon Session (1.30-2.30pm) Discussion & Preparation for Role Play 3 Afternoon Session (2.30-3.30pm) Commencement of Role Play 3 Review, Evaluation and Discussions *Coffee Break (15 minutes)* Afternoon Session (3.45-4.30pm) Discussions of Lessons Learnt through Role Plays Afternoon Session (4.30-5.00pm) Summary and End of Course. 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 BENEFITED FROM THIS COURSE 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 Selera Citarasa Sdn Bhd v Omron Electronics Sdn Bhd v Jebsen & Jessen Packaging (M) Sdn Bhd v Finewood Forest Products Sdn Bhd v Nishtetsu Global Cargo Services (M) Sdn Bhd v Diethelm Holding (M) Sdn Bhd v Adotex Sdn Bhd v Malayan British Assurance Sdn Bhd v Pernas Trading Sdn Bhd v Malayawata Steel Sdn Bhd v BBS Electronics Pte Ltd v Fullmark Pte Ltd v SNP Sprint Pte Ltd v Viz Branz Ltd v Aceto Pte Ltd v Bogasari International v Hotelbrands Management Pte Ltd v MCC Transport Singapore Pte Ltd v Pacific Foods Pte Ltd v S.C. Johnson & Sons Pte Ltd v Senoko Power Ltd v Sime Singapore Ltd v NTUC v HSBC Republic v Rofin-Baasel Singapore Pte Ltd v AXA Insurance Singapore Pte Ltd v Singapore Recreation Club v Intermass Fischer Asia Pte Ltd v Planet Fitness Co Pte Ltd v Sheraton Towers v SMC Pneumatics v Hunter Douglas Asia v Buckmans Laboratories Asia Pacific v Fermenich Asia v Associated Springs v Sony Electronics (S) Pte Ltd v Great Eastern Life Assurance v Aardwolf Pestkare v TIBS Motors Pte Ltd v Tanglin Club v Affinity Communications Pte Ltd v Frontline Technologies Pte Ltd v AD Matrix Pte Ltd v Leica Microsystems (SEA) Pte Ltd v Nalco Pacific Pte Ltd v Singapore Technologies Marine v YHI Corporation v Fentek Asia v Lian Huat Leasing v Vandashima (S) Pte Ltd v Smiths Medical SEA v Research Biolabs v Murray International Metals v Varian Australia v All Eights v Honeywell v Stamford Tyres International 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... Bob certainly did not disappoint us in helping to improve the creative selling skills of the team here. …..Bob has a very engaging style and his training was spotted with humour and relevant yet attention grabbing anecdotes. He very quickly earned the respect of the participants as an accomplished sales professional, and capitalized on this through his ability to clearly communicate the benefits of practicing the techniques and approaches he espouses. Peter Hildebrand, Director of Marketing and Business Development Sheraton Towers Hotel 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 *An effective way of improving on sales targets and marketing.* Gerrald Robert Jacob, Sales Executive, Fisher CW Medical (M) Sdn Bhd *Its a good course to attend to improve our selling skills especially on communication and planning.* Wan Anizam Bt Wan Ali, Snr Business Devt Executive, Seca Dyme Sdn Bhd COURSE FEE RM1,595 per person TEAM DISCOUNT (For organisations sending 3 or more participants) RM1,395 per person REGISTRATION DEADLINE 1 week before each scheduled date. *Click here to register*


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(19) PROFESSIONAL SELLING SKILLS