Corporate Training
Blue Ocean offers a wide array of bespoke corporate training solutions for organizations to enable their employees to become specialists in their industry. We offer over 600+ corporate training programs catering to a wide range of industries across government, semi-government and private organizations. The courses are designed to deliver strategic insights and learning for building high potential teams that can drive actionable strategies for their organizations. Our corporate programs are flexible and can be tailored to suit customers’ specific needs, helping teams unleash their maximum potential for organizational benefits.
Advanced Selling Skills
Course Objectives
Advanced Selling Skills training course aims to fulfil the following objectives upon successful completion:
- Develop skills related to face-to-face interaction with prospects and buyers for successful selling
- Developing skills leading to lead generation and collecting information crucial for the organization
- Understand various methods of selling and selling strategies
- Inculcating skills of prospecting and negotiation
- Understand the necessity of follow-up to maintain long term relationship with customers
Course Outline
Marketing fundamentals
- Meaning of marketing
- Selling vs. Marketing
- Concepts of marketing: product concept, selling concept, marketing concept, holistic marketing concept, social marketing concept
- Overview of marketing management and its significance in an organization
Fundamentals of Sales and Sales management
- Component of sales management: planning, organizing, controlling
- Sales Management by Objective
- Sales organization
- Defining sales structure
Understanding concepts of Selling
- Types of selling: Direct selling, Relationship selling, Partnership selling
- Types of selling tasks
- Types of market intermediaries
- The setting of selling objectives
- Different types of selling positions
- Process of Selling
Professional Selling
- Role of a professional salesperson
- Importance of gathering value
- Types of selling strategies
- Personal selling
- Sales cycle, generating leads
- Conducting sales calls
- Improving conversion ratios
- Lead scoring
Understanding the customer’s perspective
- Types of sales relationships: Transactional, functional
- Types of customers
- Ethical challenges faced by a salesperson
- Understanding the cultural traits of the customer
- Buying decision- five stages model
- Decision heuristics
Conducting market research
- Analysing the market environment
- Why is marketing research important?
- Process of market research, setting up a research plan
- Types of research: Focus groups, surveys
- Utilising marketing intelligence system
Sales Negotiations and Follow-up
- Understand objections from the customers
- Handling objections
- Product demonstration
- Understanding signals
- Closing sale and implementing transaction
- Follow-up
Sales reporting and Cost analysis
- Sales audit
- Conducting sales analysis
- Types of sales quota
- Establishing sales territories
- The basis for territory establishment
- International Selling
- Global practices and Standards
- Case studies
Course Objectives
Advanced Selling Skills training course aims to fulfil the following objectives upon successful completion:
- Develop skills related to face-to-face interaction with prospects and buyers for successful selling
- Developing skills leading to lead generation and collecting information crucial for the organization
- Understand various methods of selling and selling strategies
- Inculcating skills of prospecting and negotiation
- Understand the necessity of follow-up to maintain long term relationship with customers
Course Outline
Marketing fundamentals
- Meaning of marketing
- Selling vs. Marketing
- Concepts of marketing: product concept, selling concept, marketing concept, holistic marketing concept, social marketing concept
- Overview of marketing management and its significance in an organization
Fundamentals of Sales and Sales management
- Component of sales management: planning, organizing, controlling
- Sales Management by Objective
- Sales organization
- Defining sales structure
Understanding concepts of Selling
- Types of selling: Direct selling, Relationship selling, Partnership selling
- Types of selling tasks
- Types of market intermediaries
- The setting of selling objectives
- Different types of selling positions
- Process of Selling
Professional Selling
- Role of a professional salesperson
- Importance of gathering value
- Types of selling strategies
- Personal selling
- Sales cycle, generating leads
- Conducting sales calls
- Improving conversion ratios
- Lead scoring
Understanding the customer’s perspective
- Types of sales relationships: Transactional, functional
- Types of customers
- Ethical challenges faced by a salesperson
- Understanding the cultural traits of the customer
- Buying decision- five stages model
- Decision heuristics
Conducting market research
- Analysing the market environment
- Why is marketing research important?
- Process of market research, setting up a research plan
- Types of research: Focus groups, surveys
- Utilising marketing intelligence system
Sales Negotiations and Follow-up
- Understand objections from the customers
- Handling objections
- Product demonstration
- Understanding signals
- Closing sale and implementing transaction
- Follow-up
Sales reporting and Cost analysis
- Sales audit
- Conducting sales analysis
- Types of sales quota
- Establishing sales territories
- The basis for territory establishment
- International Selling
- Global practices and Standards
- Case studies