Enable experienced sales managers to optimise opportunities and minimise threats in the changing Healthcare market.
Enables Healthcare Sales Managers to draw up a comprehensive, strategic sales plan, tailor-made to their Healthcare sales team (on a regional and national basis).
Objective:To provide a structured approach to running a national sales team by understanding the skills and activities required to develop and implement a strategic sales plan and to ensure optimal sales team performance and development
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Programme Outline:
- Role of the Healthcare National Sales Manager
- The sales management audit
- The Role of the healthcare representative in the changing South African market
- Developing the strategic sales plan
- Marketing planning
- Demand Estimation
- Sales Targets
- Organising the sales effort
- Sales force productivity
- Return on sales force investment
- Sales territories
- Managing change
- Cultural diversity
- Time management, decision making and delegation
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- Training, counseling and mentoring
- Ethics at work and the Marketing Code
- Sales force safety
- Labour law and labour relations
- Key Sales Management skills – Performing as a Top 10% Manager Managing change
- Using new technologies, MIS systems
- Interdepartmental linkages
- Resource analysis and allocation
- Budgeting
- Sales/cost analysis
- Measuring personal performance
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Who should attend:
National and Regional Sales Managers with a minimum of 2 or 3 years experience.
Duration: 5 days
Schedule:
24TH – 28TH OCTOBER 2011
Price:
R9950 EX VAT |
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