Quality Dynamics Consultancy Sdn Bhd presents

Enhancing Personal Selling Skills

(by Mr. Cheong Kwai Fong )

objectives

At the end of this session, participants will be able to:

•  Have a better understanding of the roles and functions of the
   sales personnel.             
•  Appreciate the reasons for buying your products and services
•  Sharpen the personal selling skills and techniques
•  Manage difficult customers and complaints
•  Answer objections and manage rejections

program content

1. Selling as a career 
       -  Rewards and challenges in selling
       -  Duties and functions of a sales personnel
       -  Traits/qualities of an exemplary sales personnel

2. The 3 types of quality
       -  Product
       -  Service
       -  Functional

3. The 3 levels of a product
         -  Formal
         -  Core
         -  Augmented
  
4. The 4 cycles of personnel selling
         -  Who and where are your prospects?
         -  Selling features and benefits
         -  Pre-selling
                -  existing customers – stock checking of own brand
                   and competitors’ brand.
                -  new accounts – using referrals and researches
         -  While selling - 5 great rules of selling i.e. attention step,
             interest step, conviction step, desire step, action step
         -  The magic of enthusiasm

5. Referral sales
         -  Definition of word-of-mouth marketing
         -  The 4 rules of word-of-mouth
         -  The 3 reasons people talk about you

6. Human relation skills and customer service excellence in selling
         -  Building relationship
         -  Principles of good human behaviour
         -  6 Keys to customer service
         -  Attitudes in customer service

7. Managing objections and rejections
        -  Common objections encountered
        -  Solutions to objections

8. Be a professional and stay above all others
        -  Sell yourself
        -  10 steps to professionalism
        -  10 characteristics of a professional persuader

methodology

Course methods include a combination of lectures, group discussions, presentation, video-tap viewings and reviews and role-play

who must attend

Sales and marketing personnel who are involved in retail sales and corporate sales and others who wish to venture in the career of selling.

investment fee / early bird by 13/05/2013

Standard: RM 1,395.00 / RM 1,295.00 per participant

Group discount: RM 1,295.00 / RM 1,195.00 per participant for a minimum of 2 participants from the same company

(Fee inclusive of Refreshment, Buffet Lunch, Training Bag, Handouts,  & Certificate of Completion)

registration & payment

PROGRAMS ARE CLAIMABLE UNDER SBL SCHEME

Please register online through www.qdc.com.my or call 03-78054587 / 03-78044196. Our phone line operation hours are from 8:30am to 6:00pm from Monday to Friday.

All registration MUST be accompanied with PAYMENT.

Completed registration form with CHEQUES should be made in favor of "Quality Dynamics Consultancy Sdn Bhd" and sent to:

QUALITY DYNAMICS CONSULTANCY SDN BHD
No. 343, Block A, Kelana Centre Point, No.3 Jalan SS7/19,
Kelana Jaya, 47301 Petaling Jaya,
Selangor, Malaysia.

Tel : 03-78054587 / 03-78044196
Fax: 03-78054514
E-mail: training@qdc.com.my
( Wani/ Thang )

PSMB Reg: 0938

(FEE PAID IS NOT REFUNDABLE but replacement may be made at no additional cost. Quality Dynamics Consultancy Sdn Bhd reserves the right to cancel or reschedule the above course and shall inform participants of the changes)

COURSE FACILITATOR - MR. CHEONG KWAI FONG