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B2B Selling Skills

Structure Duration 2 Days (9am to 5pm)


Trainer Mohan Kuruvilla
04-05 Mar 2013
03-04 Jun 2013
Commencement Date
05-06 Sep 2013
05-06 Dec 2013
FEES S$727.60* (including GST)
* Members enjoy a 15% discount before GST
* Group Discount (3 or more participants) - 10%

SDF GRANT Pre-approved SDF Funding for All


Companies
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Introduction
Every customer, large or small, buys products or services to acquire a competitive advantage. Every B2B sales
personnel should compulsorily know the customer, their decision making process, the sales process and have good
selling skills.
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Objectives
The Customers Growth Strategy, which will be covered in depth in the session Knowing the Customer. The
sessions output will be an identification of the customers weak areas which need to be strengthened, who they
are competing ,with and how and why they have reached where they have reached.
Customers select products and services based on a set of criteria. If these criteria are favorable, you will become
the preferred supplier and if not you get rejected. The second session will help you identify the key participants in
your customers organisations and the current criteria they use in qualifying products and vendors.
The third session will introduce participants to what sales strategies are and when to use which one. Following
this, participants will know the changes in the sales process to influence customers to buy from them and block
competitors.
The fourth session will introduce the participants to skills that one needs to master to ensure that you get the
results all the time irrespective of the situation that the supplier is confronted with - a key input for training.
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Target Audiences
Sales Executives with minimum of 2 years experience up to regional sales manager level.
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Curriculum
Knowing the Customer
Identify your customers source of demand (derived demand)
Identifying the competencies that the customer should possess in order to win
Understanding who your customers competitiors are
Industry Analysis
Customers Decision Making Process
Identify criteria to select product and vendors
Uncovering participants behind-the-scenes who make are break your sale
Introducing the Sales Process
Accessing the Decision Making Unit
The Value Proposition: Influencing them to buy from you
Dynamic Skills for B2B
Formulating the sales strategy
Test your skills in application
Identify your skills to choose your sales jobs
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Methodologies
Introducing concepts and helping to apply the same to internalise using caselets, cases and quizzes.
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MDIS Corporation Pte Ltd - MDIS Dhoby Ghaut,20 Orchard Road, Singapore 238830 Find us on Facebook at:-

::TEL (65)6842 6666 ::EMAILmdc@mdis.edu.sg ::FAX (65)6356 7100 http://www.facebook.com/mdis.mdc

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