Management Resources Institute -m Sales development

"Assumptions allow the best in life to pass you by."
-John Sales

Sales skills

In this page you will learn

MRI's offerings to develop salesmanship skills

One in a series of programs designed to develop people to their full potential

A.- OBJECTIVES AND SUMMARY

To improve participants’ Sales skills and to increase sales.
To develop Positive Attitudes, therefore impacting individual success in sales.
To understand the "Sales - Buying" process and practice goal setting.
To have each participant develop personal goals, become aware of the components of organizational goals, and develop sales goals aligned to the corporate sales goals.
To improve Communication and Time Organization skills.
To improve each participant’s commitment to Sales Goals, Teamwork and productive Interpersonal Relationships.

The Sales Development Program offers a comprehensive and concise process that will develop highly skilled salespeople. By uniting state-of-the art skills with personal development and a planned goals program, a salesperson will uncover a system of self-motivation that will lead to higher levels of achievement. The result is salespeople who succeed because they want to achieve and who excel because they understand how and why to utilize their skills. The Sales Development Program not only makes sales development possible, but also ultimately profitable. It is a dynamic, results oriented program that will help turn ideas into actions and sales.

The three basic components of this process are:

Attitude Development: Replacement of undesirable attitudes such that the participants think and act in terms of their full potential.
Human Relations Skills: Effective use of communication and selling skills.
Goal Setting: Used to motivate participants to use those skills and attitudes, in addition to having them put together a plan for their sales goals

B.- DURATION AND MATERIALS: Approximately 10 weekly workshop and facilitation sessions of 2-½ hours each. Each participant will receive:

Sales Development Text Action Plan notebook
14 sessions in audio cassettes
Annual Review booklet at the "12 months review" after program completion.

C.- PROCESS: This program is administered over a three-month period.

Administration of Sales Assessment Tool at the beginning and conclusion of the program.
Role-playing, to practice real life situations in a safe environment.
Built-in Motivation through the integration of personal goals with Corporate goals.
Homework, to listen to audio cassettes ( or read) of the material to be discussed the following week.
Establishment and Follow-up of goals-- individual and/or corporate-- based on the measure previously established for this program.
Three evaluations(3, 6, 12 months) after the program is completed.

D.- BENEFITS: Tangible benefits of the Sales Development Program are tightly linked to the increased sales figures. Clients have experienced up to 66% increase in sales within the first year after the completion of the program. Some of the intangible benefits include:

Becoming a more positive, creative, confident and a perceptive salesperson.
Gaining control of one’s business life and learning to be focused in the mist of all changes.
Becoming stronger in one’s thoughts and actions while maintaining interpersonal relationships.
Becoming aware of the different conflicting responsibilities in your life and how to deal with their influence.
Increased loyalty and respect from others.

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