The Sales Manager, a person who checks representative's daily reports, signs off expense claims and occasionally drives around with the sales force to maintain acquaintance with old doctor friends.
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An effective controller, director, motivator and organiser. An individual with excellent interpersonal, management and business skills.
Objective:
To improve sales force performance through an enhanced understanding of the theory of sales management and it's practical implementation.
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Programme Outline:
- The changing South African market
- The role of the Healthcare Sales Manager
- Effective communication
- A structured approach to problem solving
- Personality profiling
- Management and leadership styles
- Recruitment and selection
- Territory management
- Performance appraisals
- Financial insights and forecasting
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- The influence of Managed Healthcare
- Interface between sales and marketing
- Interpersonal relations - motivation
- Redeifining sales force tasks
- Sales training and development
- Setting performance standards
- Controlling sales force productivity
- Remuneration and incentive schemes
- Running effective meetings
- Customer relations, 4 R's
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Who should attend:
Prospective and recently appointed managers responsible for achieving results through a sales team.
Duration: 5 day interactive workshop
Schedule:
18th - 22nd January
24th - 28th May
Price: R8500.00 EX VAT |
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