Sales Excellence

Certificate of completion (supplied by PasarTrainer)

Training Material

Quiz Result

A multiple-choice test to assess the participants' proficiency level prior to enrolling in the training program.


Pre-Test (10 Questions - Closed Book)

*  Sales excellence technique, factors causing seller failure and sales attitude
*  Prospecting
*  Approaching
*  Fact Findings (Selling by Needs)
*  Sales Presentation

This module explains about sales dimension and on how the seller implement sales cycle by steps


Module 3. Understanding the Sales Cycle (Part One)

* The understanding of economy indicator that influence business
* Potential market that can still be cultivated based on fluctuation in economic conditions

This module explains an outlook of economy and an opportunity to grab qualified and potential market


Module 1. Economy Outlook & Market Opportunity

* Building potential prospect leads and role playing about fact findings or sales presentation
* Debriefing : Group discussion on their finding about prospecting technique and fact findings or sales presentation

An exercise about prospecting technique and role play about fact findings or sales presentation  


Exercise and Role Play 

* Prepare simple strategy and potential risk in penetrating and developing the market
* Debriefing : Group discussion on market strategy and market risk

An exercise where participants are asked to prepare simple planning such as : market penetration and/or market development


 Exercise 

* Handling Objections
* Closing Technique
* Getting Referral
* After Sales Services
* The "Do" and The "Don't" in Selling

This module explains on how the seller implement sales cycle by steps


Module 4. Understanding the Sales Cycle (Part Two)

* Practice in Handling objections based on real expereiences and exercise about getting referral
* Debriefing : Group discussion on their findings about handling objection technique and getting referral

Role play about handling objections and exercise about getting referral 


Role Play and Exercise 

*  Understanding about "AIDAS" concept 
*  Learning about Buyer's Environment

This module explains "AIDAS" concept and buyer's environment


Module 2. Why The Seller Failed to Deal with Prospect and  Learn to Understand Customers

* Recognize the buyers' environment
* Debriefing : Group discussion on their finding about buyer's environement based on real experience

An exercise where participants are asked to recognize the buyer's environment

Exercise 

A multiple-choice test to assess the participants' proficiency level after enrolling in the training program.


Post-Test (10 Questions - Closed Book)

In achieving its goals, every seller sometimes faces challenges to be able to change mindsets and sharpen their skills. Facts prove that the success of achieving a sales goal is strongly influenced by the behavior and selling skills (salesmanship) of the sellers who are actors as well as stakeholders (stakeholders) of a business institution.
Salesmanship can be interpreted as a form of sales and promotion activities by salespeople to provide information, resulting in communication and interaction with prospective customers. In turn, selling skills will influence potential customers to make decisions to buy products/services.

After completion of this program, participants will be better able to:
1. Having more insight about economic conditions then to grab market opportunities for goods and services
2. Strengthening a positive mindset and enthusiasm to respond to change
3. Increased awareness of sellers about the importance of implementing an effective sales process.
4. Increase proficiency in selling through a need-based selling approach