The “Sales engineer” training: Modules' details

Subjects

hours

Specific objectives

14

· Economical environment

4

Main key figures of Cambodian Economy - Main Sectors - Cambodia and the world/trade partners - Asean and WTO - Challenges / Opportunities - Development objectives (Growth potential sectors)

· Common business practices in Cambodia

2

Business set up and operations - Form of business activities (formal or not - written agreement or not) - Common practices for payment terms)

· Legal environment

4

Introduction to commercial law (framework for contracts - payments - arbitration and dispute resolution)

· Norms & Standardization

4

History of standardization in Cambodia - current situation - advantage of norms, standards and quality approach

Management – Statistics

10

How to use statistics in general management (their role in financial analysis) and more specifically to decide a sales strategy: to calculate a cost price, a selling price, a profit margin, a break-even point, turnover forecast, discount policy.

Marketing

12

Why conducting market survey; How to do it? How to define a marketing mix

Communication

12

What is communication and advertising? What do companies use them for? Different kind of promotion, campaign advertising tools - Why and how to use them (according to product/service, target, budget,…)

Sales planning and management

18

What is a sales department, it's role in the company and relation with other departments, the tasks of a Sales Manager - How to set up a sales strategy and planning (according to company's business plan, financial objective, production capacity and market environment), why it is important to do it ? How do we decide objectives and estimate sales projections? How to identify prospect/sectors and organize canvassing activities.

Project management

12

Fundamentals of PM: What is a Project, its definition, resources and actors, the schedule - The Project Life cycle and implementation -The role of the project manager

Commercial follow-up

16

Customer relationship follow up. How to keep your customer and make them become loyal - How to analyse your sales, results against objectives - Manage Key accounts - Manage payment follow up and complaints resolution

Personal development - Speeches & Meeting

12

What techniques to use to feel more confident when speaking, presenting yourself, addressing to an audience. How to conduct a meeting or group discussion.

Business English

32

Using business English, written and oral - write business correspondence (letter, email), prepare a slide presentation, a summary or report - oral presentation and phone conversation.

IT

20

2h for MSWord - review / 6h for Excel - Present sales results with charts and graphs / 4h Power Point - functions for an effective presentation / 4h for Outlook - how to optimize its use / 4h for Web search - How to use search engines and organize a search on the web

Sales Techniques: Interview, canvassing

60

2

What is selling? What is the job of a sales person? What is a sales interview?

2

How to make effective cold calls to get appointments - how to prepare oneself to cold calls?

1

Prepare good conditions to start the interview (inquire about customer, check address, prepare documents…)

9

Arriving at the appointment, greeting the customer, creating a friendly atmosphere, explaining the purpose of the visit- Introduce oneself and the company, its products or services. Invite the customer to introduce him/herself, his/her company and possible interest in the offered product or service.

10

Introduction to customer needs and buying motivations. Tools: How to discover customer needs and expectations.Asking questions to identify precisely and understand buying motivations. Know to listen and look at the prospect to get more information.

6

According to expressed needs by the prospect, seduce the customer, attract him and arouse interest. Use what he said to show that you are the one whose gonna find the solution he needs. Suggest a solution to him and ask if he wants to know more

10

Explain your solution to the prospect. What you can and are going to offer to him, that is exactly what he is needing. Describe your product or service, its advantages, in what way it matches the needs the prospect expressed earlier.

10

Treatment of objections: how to understand them, how to answer and overcome them. Handle negotiation and lead the customer to the conclusion of the sale. Providing the last arguments for signing the deal. Congratulate your customer and ask for referrals.

10

Evaluate the participants through a role play of a complete sales interview. Each trainer sees 10 participants. The role play is about 30-35mn and 10-15 minutes are dedicated to comments and advices.