A two day EIIL Masterclass workshop designed to raise awareness of the key char- acteristics of an effective selling organisation.
What would the newly appointed general manager need to know in order to understand whether his sales function was performing effectively? What behaviours would he expect to see, what measures would he expect to be in place ? What would indicate to him that this was an area in which to focus his attentions in order to improve his business’s performance ?
What support does the sales function need from other parts of the business ? This workshop will also help Managers in other business functions (R&D, Marketing, Design, Production and Logistics) to better understand the requirements of an effec- tive Sales function, and what timely support they, and their departments, need to provide in order help in winning the sales to drive business growth.
By the end of this EIIL Masterclass™ workshop, participants will have developed their own personal approach to acquiring knowledge from experienced seniors in their own or other organisations. They will have practiced and refined this in order to obtain practical insight into what makes an effective selling organisation.
By the end of the course, participants will have an appreciation of the steps in the sales process; explanation of some of the measures of effectiveness in each step and why they are used.
Time will be given for participants to reflect on the way their roles are impacted by sales and how they can help suport sales within their organization.
Who Should Attend?
This workshop is designed to meet the needs of engineers and technologists with five to eight years of post-graduate industrial experience and some early superviso- ry experience, including those in project management roles.
The workshop will also benefit managers from other disciplines interested in build- ing upon their understanding of the selling function, or who need to contribute to a sales campaign.
The workshop will be conducted in English. A good working knowledge of English is a pre-requisite to effective participation in this EIIL Masterclass™ workshop.