◎ An overview of what elements defines sales-force effectiveness.
2、The Sales Job design that best fits your business.
◎ How do you shape the sales roles that best fit your objectives?
◎ How to define “hunters” and “farmers.”
◎ What is the difference between transactional selling and consultative selling?
3、Sales management strategies.
◎ What techniques do you use to manage your sales force?
◎ The choice between–and implications of–controlling by behavior vs., controlling by outcomes.
◎“Do as I say or do as I do?”
◎ How sales managerial style affects sales performance and motivation.
5、Recruiting for success.
◎ What are the characteristics you should look for?
◎ How can you identify who will be most successful?
◎ How can you clone your most successful sales reps?
6、Best approaches to Sales Compensation program design.
◎ Using sales force compensation to drive sales force performance.
◎ How to be sure that your compensation program matches your selling process and business metrics.
◎ Sales Force Effectiveness in Chinese companies.
◎ Sharing of practices and challenges in the Chinese marketplace.