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 draw up a strategic sales plan for a national sales team which includes macro, micro and marketing environmental analysis
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Programme Outline:
- Implementation of 12 key sales management activities
- Environmental analysis
- SWOT analysis
- Objective setting
- Customer needs and sales force organisation
- Estimating demand
- Recognising and dealing with cultural diversity
- Dealing with topical controversial issues (AIDS etc)
- Delegation and effective personal time management
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- Managing change
- Using new technologies, MIS systems
- Interdepartmental linkages
- Resource analysis and allocation
- Budgeting
- Setting quotas and targets
- Sales/cost analysis
- Mentoring and staff development
- 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: 15th - 19th March
Price: R9200.00 EX VAT |
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