SALESMANSHIP – basic

Time until Events: 3 months, 2 weeks, 2 days ago

LATAR BELAKANG
Merupakan bagian awal – basic dari tiga bahan yang harus dipelajari agar menjadi profesional salesman dari consumer product sampai industrial product. Untuk menaik tingkat dari salesman menjadi supervisor harus belajar di level intermediate karena bukan hanya teknik selling saja yang perlu dikuasai. Untuk menjadi manager pun harus mempunyai ilmu di advanced agar manajernya menjadi profesional. Strategi tersebut disusun berdasarkan pengalaman salesmanship di luarnegeri

SASARAN PROGRAM – LEARNING OBJECTIVE

Program ini dirancang agar para peserta dapat :

Memahami The Life and Career of the Professional Salesperson
Memahami Relationship Marketing: Personal Selling Fits
Memahami Ethics First…and Customer Relationships
Memahami The Psychology of Selling: Why do People Buy
Memahami Communication for Relationship Building: No Talk Only
Memahami SALESMANSHIP

MATERI PROGRAM

1. Memahami The Life and Career of the Professional Salesperson?

Memahami What Is Selling ?
Memahami The Golden Rule of Personal Selling
Memahami Everybody Sells! And What Salespeople Are Paid to Do
Memahami Sales job
Memahami Why Choose a Sales Career?
Memahami Success in Selling–What Does It Take?
Memahami Sales Jobs Are Different
Memahami What Does a Professional Salesperson Do?
Memahami Building Relationships through the Sales Process

2. Memahami Relationship Marketing: Personal Selling Fits.

Memahami What Is the Purpose of Business?
Memahami Customer Orientation’s Evolution
Memahami The two type of Product? Consumer and Industrial Products
Memahami Relationship Marketing and the Sales Force
Memahami Partnering with Customers
Memahami E-Selling: Technology and Information Build Relationships
Memahami What’s a Salesperson Worth
Memahami The Key to Success

3. Memahami Ethics First…and Customer Relationships

Memahami Management’s Social Responsibilities
Memahami Ethics in Dealing with Salespeople
Memahami Ethics in Dealing with Customers
Memahami Managing Sales Ethics
Memahami Ethics in Business and Sales

4. Memahami The Psychology of Selling: Why do People Buy

Memahami Psychological Influences on Buying
Memahami Product: Features, Advantages and Benefits
Memahami How to Determine Important Buying Needs – a Key to Success
Memahami SELL Sequence and Your Buyer’s Perception
Memahami Perceptions, Attitudes, and Beliefs and The Buyer’s Personality
Memahami Adaptive Selling Based on Buyer’s Style
Memahami Viewing Buyers as Decision Makers
Memahami Satisfied Customers Are Easier to Sell to
Memahami To Buy or Not To Buy–a Choice Decision

5. Memahami Communication for Relationship Building: No Talk Only

Memahami Communication: It Takes Two
Memahami Communication through Appearance
Memahami Barriers to Communication
Memahami Master Persuasive Communication to Maintain Control

6. Memahami SALESMANSHIP

Memahami Salesmanship Definition and Who are Customers
Memahami Facts About Customers and Types of Customer
Memahami Failure Factor of Sales People
Memahami 4 Belief System
Memahami 5 principles To Any Type of Customer
Memahami Becoming A Good Salesman
Memahami 5 Principles of Listening
Memahami Words of Wisdom

METODE PELATIHAN

Penyampaian konsep.
Diskusi kelompok dan pleno.
Latihan.
Cases – GOGLE Strategy in 2008

SASARAN PROGRAM untuk INTERMEDIATE

Program ini dirancang agar para peserta dapat :

Memahami Sales Knowledge Customers, Products, Technologies
Memahami Prospecting—The Lifeblood of Selling
Memahami Planning the Sales Call Is a Must!
Memahami Carefully Select Which Sales Presentation Method to Use – INDUSTRIAL PRODUCT
Memahami Begin Your Presentation Strategy
Memahami Elements of a Great Sales Presentation

Trainer :

Oten Prabowo
Expertise :

Strategic Management , Strategic Marketing, Marketing Management,

Entrepreneurship, Customer Behavior

Education :

MBA – Monash University
Mechanical Engineer – Bandung, Institute of Technology.

Professional Experience :

Graduate University – Universitas Tarumanegara ( 2006 – now )

Lecturer

Lecturer in Strategic Management , Strategic Marketing, Marketing Management, Entrepreneurship, Customer Behavior.
Tutorial – Marketing Principles in MBA Program with lecturer from The University of Western Australia.

PT. Komunikasi Mitra Telesarana ( 2000 – now )

Director

Develop SCADA system (Monitoring and Control System) with Wonderware program together with partners to many factory.
Develop the Corporate Channel and E Commerce Channel with products: hand phone, PDA, Computer, PABX system and other telecommunication’s products.
Develop the partners for joining the business between telecommunication’s products.
Develop Business Process Consultant together with partners. PT. Trikomsel Citrawahana ( May1998 – Desember1999 ) Project Manager
Developed the New Sales Channel in Retail Market including E Commerce
Successfully created the New Distribution Channel of Retail Market and the Hot Line system, including operating procedure, launching program and implementation.
Successfully developed the new system for Warehouse and Distribution System with 30% faster than the old ones.

PELAKSANAAN :

Kamis – Jumat, 2 – 3 Februari 2012
Jakarta Design Centre (JDC) Business Center Lt. 6 Jl. Gatot Subroto Kav.53 Jakarta Pusat
09.00 s/d 17.00 WIB

INVESTASI :

Untuk pendaftaran early bird sebelum tanggal 26 Januari 2012, Harga Khusus Rp. 2.500.000,-/nett/peserta
Harga Normal Rp. 2.850.000,- /nett/peserta
Pendaftaran 3 orang peserta atau lebih, Harga Khusus Rp. 2.300.000,-/nett/peserta
Termasuk : workshop kit, sertifikat, Lunch, snack & coffee

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