Sales Management Series

sales management series

Presentation Skills with Visual Aids

Ways to Sell Yourself

  • Purpose of the program

  • People have to make presentations every day, whether a five minute conversation in a manager’s office or a two-hour lecture in front of a hundred people. As it becomes easier and easier to make graphics on computers, presenters are expected to use slides in their talks without prior training. It is a learned skill.

    The goal of this program is to teach participants the basics of making effective presentations with visuals. This includes learning how to organize material ahead of time, how to make a presentation that is interesting to give and to listen to, and how to refer to the visuals as one speaks so they enhance the presentation. The design is based on 10-12 participants. Videotaping equipment is essential to the program’s effectiveness.

Effective Communication

Getting Your Message Across

  • Purpose of the program

  • One of the greatest barriers to effective communication is the assumption that message sent = message received. Too often, we presume that the words and ideas we choose for communicating a message hold the same meaning to others as they do to us. In addition, we are often unaware of how our nonverbal communication influences our message. As a result, we are often confused by the reactions we receive from our communication efforts.

    This program is designed to help participants understand the impact of their own communication and learn new skills and concepts aimed at improving the match between message sender and message receiver.

Negotiating To Win/Win

Conflict Resolution in Personal Professional Relationships

  • Purpose of the program

  • Conflict can be healthy when it brings about new ideas and deeper relationships. For this to occur, the basis for dealing with the conflict must be win/win. Conflict is unhealthy when it leads to distrust, anger and withdrawal. These results usually mean that conflict has been approached on a win/lose basis.

    The goal of this program is to bring participants to the awareness that relationships with friends, family, and co-workers merit the investment in time and energy required for disagreements to be resolved in such a way that both parties feel like winners. To this end, the program helps participants to understand what they bring to the conflict situations they face in their personal and professional lives and presents the opportunity for participants to learn effective conflict-resolution skills.

Ethics and Business

It’s not an Oxymoron

  • Purpose of the program

  • This program is designed to explore how issues of ethics affect business operations. Business ethics has often been called an oxymoron. The fact is that the business community is concerned with ethical behavior. Yet, how do businesspeople resolve issues involving questionable ethics? Unfortunately, there is no “one right answer” in dealing with questions of ethics. Rather, a “best answer emerges based on the results of a process of inquiry that engages individuals seeking to apply a problem-solving model to the tough questions with which they are faced.

    This training program is designed for all businesspeople. A major goal of this work-issues that are the fabric of business and the choice process continually involved in balancing personal, corporate and societal goals. By studying business ethics, participants should gain a framework for analysis and understanding, and also increase their “moral imagination.”

Consultative Selling

How to build partnerships in business relationships

  • Purpose of the program

  • Consultative Selling is a powerful process for individuals in sales or marketing, for customer service representatives, and/or for anyone interested in developing successful business relationships. Consultative selling is built on the premise that everyone needs to “win” in business relationships – one party has the opportunity to sell products or services and the other party has the opportunity to have his or her needs met. Long gone are the days of selling without consideration of the client’s needs and without regard for customer satisfaction after the sale. Trusting, long-term relationships are the goal, not “quick sales.”

    This program emphasizes the planning and preparation phases of consultative selling. The primary components of this planning and preparation include the following:

    1. Researching the underlying needs, stated objectives, and expectations of target clients

    2. Preparing specific questions that help clients clarify their needs, objectives and expectations

    3. Presenting Business Solutions