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  • Management Training

    project_managementInterSource offers live instructor-led courses on the most important management techniques, including Business Management, Leadership and Sales.

    These live classes are offered via a Web interface.

  • About Management

    Management in all business and human organization activity is the act of getting people together to accomplish desired goals and objectives. Management comprises planning, organizing, staffing, leading or directing, and controlling an organization (a group of one or more people or entities) or effort for the purpose of accomplishing a goal. Resourcing encompasses the deployment and manipulation of human resources, financial resources, technological resources, and natural resources.

    Because organisations can be viewed as systems, management can also be defined as human action, including design, to facilitate the production of useful outcomes from a system. This view opens the opportunity to 'manage' oneself, a pre-requisite to attempting to manage others

    Management can also refer to the person or people who perform the act(s) of management.

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  • Course Details Management

    Classes are offered via a live web conference. For detailed course outlines and scheduled classes, please see below.

    Online classes are never cancelled due to low enrollment. The instructors who teach our online classes are no less than outstanding, and each has years of practical and training experience.

    InterSource clients are active globally. Live web courses are priced in US dollars, and run during Eastern Standard Time (New York) business hours. We also run live web conference classes during European business hours, which can be invoiced in local currencies. For further information please contact us on +41 (22) 958 0114.

Sales Training

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Course duration

  • 2 Days

Course Outline

This sales training class teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, and identify and improve substandard performance.

This sales training class continues by teaching how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyze competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients. Students will also close a sale and follow up after the sale.

  • Learn the fundamentals of sales team management.
  • Learn to be successful sales managers.
  • Learn to select sales professionals.
  • Learn to build unity and trust in a sales team.
  • Learn to train sales professionals.
  • Learn to develop a territory strategy.
  • Learn to develop and use sales forecasts.
  • Learn to conduct sales meetings.
  • Learn to motivate sales team members.
  • Learn to implement compensation practices to keep top performers.
  • Learn to identify and improve substandard performance.
  • Learn to build relationships with clients.
  • Learn to help clients envision their needs.
  • Learn to negotiate to meet clients' needs.
  • Learn to analyze competitors.
  • Learn to build relationships with clients.
  • Learn to implement a consulting strategy to develop solutions for clients.
  • Learn to effectively close a sale.
  1. Sales fundamentals
    1. The sales process
    2. Elements of selling
    3. Understanding sales terms
  2. Your professional self
    1. Developing your character
    2. Managing yourself
  3. Handling clients
    1. Finding your clients
    2. Connecting with your clients
    3. Finding solutions
  4. The sales presentation
    1. Anticipating objections
    2. Creating a sales presentation
    3. Responding to objections
  5. Gaining customer commitment
    1. Building relationships
    2. Demonstrating the need
    3. Satisfying the need
  6. Studying the market
    1. Sales strategies
    2. Analyzing markets and competitors
    3. Researching clients
  7. Developing a winning strategy
    1. Consulting with clients
    2. Developing solutions
  8. Effectively closing a sale
    1. Demonstrating the benefits
    2. Confirming commitment
    3. Closing the sale and following up

InterSource Geneva, a premier Information Technology training firm, offers over 400 different courses on server, database and programming technologies, as well as end-user classes for the most popular office, graphics and design applications. We serve clients in Switzerland (Geneva, Lausanne, Bern, Basel, Zurich) and throughout Europe (France, Germany, Austria, Finland, Sweden, England, Netherlands, Spain, etc.).


InterSource offers custom, private courses at client sites, standard public courses in our Geneva classroom, and online training via live Web conference. Training is offered in English and many other languages (Francais, Deutsch, Espanol, Italiano.)


For an overall view of our offerings, please visit us at www.intersource.ch.