Effective and Professional Sales in Cambodia Markets

 Training Course
EFFECTIVE AND PROFESSIONAL SALES IN CAMBODIA MARKETS

 Date: September 22-23 (Sat-Sun), 2012                   Venue: Eden Park

Time: 8:00am-17:00pm                                            Language: Khmer

Professional Selling is a practical approach to the basic phases of the selling process. The Course is an introductory examination to the theory and practice of sales skills designed to provide a professional foundation to students who will be involved in personal selling careers. It includes the fundamentals of personal selling with an emphasis on self-confidence; persuasive presentation of ideas, products, and services; consumer orientation; and other selling behaviors.

Overall Objective
Professional Selling is an introduction to basic selling skills. As such, the class will work on the development of trusting, long-lasting relationships with customers; how to develop and present convincing sales presentations based on meeting or exceeding the needs of the customers; providing value to customers; and maintaining buyer-seller relationships so that each party will earn a “win-win” in each transaction. Integral topics will also include…active listening, negotiating, closing techniques, and developing a productive prospecting plan.

Expected Outcome

• Understand the language of sales
• Prepare for a sales opportunity
• Begin the discussion on the right foot
• Make an effective pitch
• Handle objections
• Seal the deal
• Follow up on sales
• Set sales goals
• Manage sales data

Course Outlines

Chapter 1: Introduction to Professional Selling (First Impressions)	Chapter 2 : Using Information to Understand Sellers and Buyers
Identify and define the concept of relationship selling Understand the importance of a customer-centric organization Explain why value is a central theme in relationship selling Identify the processes involved in relationship selling Identify the elements in managing relationship selling Discuss and give examples of the elements of the external and internal environment for relationship selling	Explain the historical basis for stereotyped views of selling in society Point out a variety of reasons why sales jobs can be highly satisfying Identify and explain key success factors for salesperson performance Discuss and give examples of different types of selling jobs List and explain the roles of various participants in an organizational buying center
Chapter 3 : Value Creation	Chapter 4 : Prospecting / Sales Call Planning
Understand the concept of perceived value and its importance in relationship selling Explain the relationship of the roles of selling and marketing within a firm Explain why customer loyalty is so critical to business success	Describe how to qualify a lead as a prospect Explain why prospecting is important to long-term success in relationship selling List various sources of prospects Prepare a prospecting plan
Chapter 5 : Negotiation / Handling Objections/Closing the Sale/ Follow-Up
Understand the process of negotiating win-win solutions Know the common objections most salespeople encounter working with customers Know the basic points to consider in negotiating with customers Understand the specific negotiating strategies Understand the sales manager’s role in negotiating win-win solutions Define closing and explain how closing fits into the relationship-selling model Understand different closing methods and provide examples of each Discuss the concept of rejection and ways to deal with it	Identify various nonverbal buying signals Know when to trial close Recognize and avoid common closing mistakes Explain aspects of follow-up that enhance customer relationships Understand the sales manager’s role in closing the sale and follow-up

Who is the trainer?
Mr. Chea Sopanha (Specialties: Marketing and Sales)
Chea, Sopanha is one of professional practical sales experienced as Sales Manager and Trainer for years and institutions. He participated in a varieties of trainings/workshops, coaching, consultation and system set up in the field of sales in country and abroad. He earned both local and international sales experience especially in service industry. Currently, Sopanha works as sales management position for a leading ISP company in Cambodia. He has set up a successful history for one ISP which historically increases sales dramatically. He also introduced nest fit KPIs, incentives plan, and many other effective promotions during competitive era. He obtains Bachelor Degree in Economics and Master Degree in Management in Taiwan where he won a scholarship after his undergraduate time. Both academic and employment background, he would apply these experiences in the sales course meaningfully.

Who should attend the course?

• Lecturers who teach marketing and sales management
• Individual Sales Force
• Students who willing to work as seller in the future
• General business men
• Everyone

What does the training course will be included?

• Lunch (Buffet) and four times of refreshment
• Training pack and group photo of participants
• Certificate Awarded By: ODCC

Training Fee: $69

• First 10 registrations receive 5% discount of total fee per course.
• Group registration of three or four persons at a time of the same course receives 5% discount of total fee per course.
• Group registration of five persons or more at a time of the same course receive 10% discount of total fee per course.

Registration:

Tel               : 066 53 30 23 / 012 41 23 31

Email           : info@odcc.asia

Website       : www.odcc.asia

Office           : #4G, St. 271, SangkatBoeugTumpun, Khan Mean Chey, Phnom Penh, Cambodia

Closing Date: 21St September 2012
Please hurry up as SEATS ARE LIMITED!