Effective Sales Management Skills


Zoran Kostovski & Ranko Bezar, 19-20.10.2011, M6 Educational Centre

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Workshop overview

Sales Management is an evolutionary process within an organization, and needs a continuous implementation of new trends and ideas in order to be improved. This workshop provides an introduction to the current trends in sales management, and helps sales managers better structure their sales management process, apply practical sales management skills, and implement a customer-centered selling approach, while improving the sales negotiation tactics and maintaining long-term relationships with customers.

Who Should Attend

Sales Professionals of Middle Level Management and Senior Sales Staff

How will you benefit?

· Gain more knowledge in newest sales trends
· Win respect by building your sales management skills
· Use a customer-centered selling approach to provide value
· Make changes to sales methods and activities
· Apply a structured approach to sales management process
· Manage the customer relationship on an ongoing basis

Day 1 (19.10.2011)

11:00 Registration and Coffee

11:30 – 13:00 Module 1:
· Introduction to Sales Management
· Current trends in Sales Management
· The Sales Platform Concept

13:00 - 13:15 Coffee Break

13:15 – 14:45 Module 2:
· Phases of the sales process
· Customer Centricity Approach
· Strategies to maintain communication with a customer

Day 2 (20.10.2011)

11:00 Registration and Coffee

11:30 – 13:00 Module 3:
· Sales Negotiation
· Negotiation tactics
· Negotiation Case Study

13:00 - 13:15 Coffee Break

13:15 – 14:45 Module 4:
· Best practices in sales skills today
· Sales methods and activities
· Exercise

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Zoran Kostovski
Zoran Kostovski is a management consultant and trainer in Motiva. He has over 20 years experience in the country and abroad, both in the public and private sector. Through the APTEA program of the Australian government, he finished postgraduate studies in management (GCBA) in the University in Melbourne, Australia and has worked in Sydney for APTEC Australia, a highly ranked management consultancy company with its own institute for management. As their consultant, Zoran has participated in conducting many seminars across Australia and in other countries, with the intention to improve the management in all levels of management in the companies.
Zoran has participated in the World Productivity Congress in Santiago, Chile; on a seminar for negotiation in Paris; on the Conferences of the European Council for Business Education in Madrid, Geneva, Paris, Hague and Moscow; on seminar for people development in New York; seminar for communication skills in Milan; seminar for customer service and care in Australia and many other trainings, seminars and conferences.
With the opening of the Australian Consulate in Skopje, since May 1998 he was appointed as Honorary Consul of Australia. Since August 1998 he was appointed as Austrade Trade Consultant.
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Ranko Bezar
Ranko Bezar works as a management consultant and trainer in Motiva. He has over 16 years work experience completely devoted to management training and consulting in the some of the most successful companies in Macedonia. He has advanced his knowledge in the field with specializations in Frankfurt, Mannheim, Waldkrich- Germany through a management program with courses and visits to the most successful German companies. He has also attended a training program with seminars for human resource development in Switzerland; specialization for managers and executive managers with a special emphasis on development of human resources in Athens, training for entrepreneurship and management by the Bled School of Management; specialization for training for Corporate Management in Osaka, Japan with visits to Panasonic and Toyota. He is also a certified sales trainer of Coca Cola.
As trainer and consultant in Motiva he is engaged in the design and delivery of the trainings in the field of management skills, communication skills, team work, employee motivation, change management, leadership, time management, sales skills and customer satisfaction, and in providing consulting services in the field of selection and recruitment, performance management and organizational culture surveys.
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