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Successful Sales Tactics

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  • Fri 10 Aug ’12, 8:30am – 4:30pm


Manukau Institute of Technology, Corner of Manukau Station Road & Davies Avenue, Manukau City


All Ages

Ticket Information:

  • General Admission: $450.50

Sales are at the heart of most businesses. Sales training and sales strategies need constant review to keep pace in a competitive business environment. Learn new skills and techniques to enhance sales performance with this practical one-day MIT Business Course.

You’ll learn who to sell to and how, which tactics to use, how to close the deal and how to develop an ongoing customer relationship. Whether for yourself or for your sales staff, don’t miss an opportunity to gain valuable new skills in this vital area of your business – enrol in Successful Sales Tactics now!

Who should attend?

SME owner/managers, people new to sales roles and experienced people looking to refresh their sales skills.


At the end of this MIT Business Course for SMEs you will:
- Have a fresh perspective of the sales process
- Confidently create a sales target list and sales plan
- Understand different sales tactics and when to use them
- Know how to manage key relationships more effectively
- Confidently analyse sales information

Training Style
- Presented by industry expert
- Real-life case studies
- Group discussion
- Action planning for your business with in-class feedback
- Post-course follow-up

Core Content

Introduction to Selling
- A review of key terms
- The sales process
- What the theory tells us about sales

Who to sell to and how
- Setting sales objectives
- Developing and managing a target list
- Setting sales criteria
- Sources of information
- Have you found the right person?
- Sales incentives
- Writing a sales plan

Sales Tactics
- Indirect vs. direct sales
- Building rapport
- Cold calling - telephone sales
- Marketing gimmicks
- Cross selling
- Competitor analysis
- Online sales techniques
- Closing the deal

Relationship Management
- Principles of relationship management
- Tools and techniques for relationship management
- Using your database effectively

Monitoring and Reporting
- What do you need to know?
- Objective and subjective information sources
- A review of sales reporting templates
- Sales ratios and financial data

Phone 0800 SKILL UP (754 5587) or email businesstraining@manukau.ac.nz

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