Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.

1. Sales Training Workshop Series
12 Module Workshop
Leading salespeople is one of the
most challenging jobs, requiring the
ability to manage yourself and a
team of people who are generally
high achievers and have demanding
personalities.
Effective sales managers need to
recognize and avoid common
leadership mistakes, prioritize to
avoid the tyranny of the urgent, and
understand the factual, causative,
and value-based motivators of their
salespeople
Course Objective
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Who should attend
Sales Manager
Business Manager
Sales Trainer ( Internal)
Territory Managers
Marketing Managers
Customer relationship Managers
you will be able to examine the people side of being an
effective sales leader and the process side of being an
effective sales manager. You will begin with yourself and
where you spend your time for the most profitable action.
You will look at ways that you can stay focused on your
priorities. You will discover a tool to help you understand
what motivates individuals on your team
Improved Customer Service: delivering exactly what the
customer wants when they want it.
Improved Sales Productivity: Improvements in throughput
and value add per person.
Improved Lead Times: Business able to respond quicker,
quicker set ups, fewer delays.
Understand the fundamental drivers of sales management
and Leadership, Recognize the common mistakes sales
managers make
Analyze the challenges of managing time as sales
managers, Use the Sales Inner View to build relationships
and understand motivations
Develop solutions that are unique to each buyer, Formulate
solutions that appeal to buyers’ logic and emotions
Benefits of attending
Over the last three years 600+ Participants
has attended this session across India
Identifies and converts prospects who
should be doing business with us into
customers who are champions for our
organization.
Creates an environment with
customers to maintain a positive long-
term relationship
Manages process for aligning human
capital with organizational goals.
Sales Force Training Program Designed for JCB

2. Sales Force Training Program
Program Scope & Structure
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Designed for JCB
Customised
Session Material
Pre-session Test for Skill
mapping by Customsied
web-based Assessment
Module. Web based tool
will be helpful to replicate
the test for large numbers
across geography with
standardised skill-gap
matrix
Pre Session Test
Innovative
Activity Based
Workshop
Effectiveness
and Impact
Assessment
Input from Customer and
stakeholde s’ business
need along with skill gap
map help customise the
session that bring
required skill to deliver
quick, visible and tangible
result as required by the
business
Tet ahed o ’s rich & wide
expertise help design and
deliver the workshop with
at least 60% activity based
learning enable the
participants to enjoy the
session and retain
maximum learning from
the session
A series of post session
assessment in regular
interval measures the
effectiveness and impact
of the training on on-job
daily work of candidates.
An MIS will also help the
manager to visualise
a didates’ progress
Business need
and target
setting
Expert Input &
CFT
Define Growth
Path and Next
Level
VoC and
Stake Holders
Expectation
Sales Improvement
Program
(SIP)
Series1 Series 2 Series 3
4 Workshop
Module in series 1
(Stage gate) will
help the
participants
achieve given sales
/ revenue target.
4 Workshop
Module in series 2
(SIP) will help
participants
achieve stretched
sales / revenue
target.
4 Workshop
Module in series 3
(ASAP) will help
candidate to
qualify for the next
level hierarchy
Stage Gate
Program
(SGP)
Advance Sale-Force
Assessment Program
(ASAP)
3 Stage Structured
Program helps in
achieving given and
stretched target with
result based career
progression
Customised activity
based session with
skill map analysis and
training effectiveness
at all three series
STRUCTURE
SCOPE
Project Manager
Name - Vijay
Education – B Tech + MBA
Experience – 14Yrs in
Language – English, Hindi
Project Leader
Name - Nitin
Education – B Tech + MBA
Experience – 14Yrs in
Language – English, Hindi
Workshop Guide/Moderator
Name – Vivek / Kumar
Education – B Tech, MBA
Experience – 13Yrs
Language – English, Hindi
Content Designers – 2 Numbers
Name – Abhilash, Jyoti
Education – BA, Animation
Language – English, Hindi

3. Sales Training Workshop Series
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
M 1
Developing and
Managing Key
Accounts
•C eate e usi ess oppo tu ities ithi e isti g a ou ts • Desig a lea a d
o p ehe si e pi tu e of a lie t’s u e t a d futu e eeds, •De elop goals a d a
detailed action plan to create client partnerships
M 2
Establish Return
on Investment
•Esta lish Retu o I est e t fo usto e s • Measu e ROI i te s of ti e,
cost, and quality •Redu e o ies a d gai pea e of i d fo lie ts • Deli e a
compelling ROI summary
M 3
Commitment
Strategies
•Guide usto e s th ough the stages of o it e t •Be o e a t usted ad iso to
lie ts •Ma age o it e ts o e a lo g selli g le •Gai o it e ts i a
competitive environment
M 4
Generate Interest
Through Informed
Discovery
•Utilize a a iet of tools fo i fo atio gathe i g •De elop eeds assess e ts to
gathe ele a t lie t data •Use I fo ed I te ie s to ea lie t espe t a d
t ust •Use spe ifi su a izi g te h i ues to o fi lie t eeds
M 5
Foundation for
Consultative
Selling
•U de sta d a d appl a p o e selli g p o ess • Appl a philosoph to u de sta d
the u e ’s poi t of ie •De elop a oti ati g pe so al isio as a salespe so
•Ma age ti e fo p ofita le a tio
M 6
Master the Selling
Process
•Tie the sales p o ess togethe •Deli e a sales p ese tatio Customized to your
usi ess •Assess ou olleagues o thei a ilit to p ese t solutio s
M 7
Negotiations
Mastery
•Tie the egotiatio s p o ess togethe •I ple e t st ategies fo effe ti e
negotiation planning and preparation •P a ti e the egotiatio p o ess ele e ts
•Assess ou olleagues o thei a ilit to egotiate
M 8
Negotiations:
Leveraging
Personality Styles
•Ide tif ideal, ealisti a d fall a k ta gets fo oth sides •Respo d to o o
negotiations tactics •I ple e t st ategies fo effe ti e egotiatio pla i g a d
preparation
M 9
Objections
Handling
•Appl a Wi -Wi p o ess to esol e o je tio s •Ide tif poi ts of ag ee e t to
lower buyer resistance •Respo d to the si ost o o o je tio s ith
confidence
M 10
Pipeline and
Territory
Management
•P oje t e e ue ta gets f o e isti g a ou ts a d u e t a d e p ospe ts
•Ide tif he e lie ts a d p ospe ts a e i the sales pipeli e •De elop a te ito
plan to create focus and direction for activities
M 11
Sales Performance
Defined
•C eate a pi tu e of hat a salespe so ’s jo looks like he it is ei g do e ell
•W ite a do u e t that defi es pe fo a e e pe tatio s, Identify key skills,
knowledge and abilities essential to job performance, Translate business objectives
into daily activities with measurable results
M 12
Uncover Selling
Opportunities
•Fu the de elop e isti g a ou ts a d i ease usto e lo alt • C eate a efe al
et o k of ha pio s ho i g i usi ess •Capitalize o efe als, efe e es,
and testimonials
Sales Force Training Program Designed for JCB