Salesmanship
Problems To Be Addressed
Tight competiotion affects consumer, in that they have a wide range of similar products
and services to be selected. This situation challenges the salesman not only to work
harder but also to obtain more expertise as a professional salesman. The success of
sales does not only depend on the quality of the product and service, but also on the
selling skill of the salesman. A good salesman must be able to involve the customer in
every stage of the sales so as to increase the customer’s satisfaction.
Objectives
Having attended this program, the participants are expected to be able to:
Understand the role of a salesman in a competitive environment
Understand how to plan the selling activities
Understand how to do the right prospecting
Understand how to adjust the selling activities to different types of customers
Understand how to deliver excellent after sales service
Subjects Covered
The role of salesman in a competitive environment
The preparation of effective sales
The development of potential prospects
The effective persuasion techniques
The sales closing techniques
The after sales service as a means to increase repeat purchase
Role-playing in applying the sales concept
Who Should Attend
Salesman to be.
Salesman who want to improve their selling skills.
Salesmanship
Menjawab Masalah Apa
Usaha persaingan yang tinggi dalam industri menyebabkan pembeli berhadapan dengan
banyaknya pilihan produk dan jasa yang relatif serupa. Kondisi ini menuntut tenaga
penjual tidak hanya bekerja lebih “keras” tetapi juga harus semakin trampil dalam
menjual. Keberhasilan penjualan bergantung tidak hanya pada produk dan jasa yang
berkualitas tetapi juga pada ketrampilan menjual yang dimiliki oleh tenaga penjual.
Seorang penjual yang baik harus mampu melibatkan pelanggan dalam setiap tahap
penjualan sehingga diharapkan pelanggan akan puas.
Manfaat Apa Yang Anda Peroleh
Setelah selesai mengikuti program ini, peserta diharapkan mampu:
Memahami peran tenaga penjual dalam lingkungan yang kompetitif
Memahami proses perencanaan kegiatan menjual yang baik
Memahami kegiatan prospecting yang benar
Memahami proses kegiatan menjual yang cocok dengan setiap tipe pelanggan
Memahami perlunya memberikan layanan purna jual yang memuaskan
Apa Saja Yang Dibahas
Peran tenaga penjual dalam lingkungan yang kompetitif
Persiapan penjualan yang efektif
Mengembangkan prospek potensial
Penyelarasan hubungan antara pelanggan dengan produk
Teknik meyakinkan (persuading) dan menangani keberatan pelanggan
Teknik menutup penjualan
Pelayanan purna jual sebagai usaha meningkatkan pembelian ulang
Siapa Yang Perlu Ikut
Calon tenaga penjual
PARTICIPANTS
Spv
PUBLIC TRAINING
• DECISION SCIENCE
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
• STRATEGIC MANAGEMENT
Corporate Parenting Company Strategic Planning Managing Organizational Change Business Model CanvasInnovation Strategy (New)
Managing Innovation for Organization Growth (New) Product Innovation Management
Strategic Decision Making
Creative Thinking Technique Practical Problem Solving
Minaut Indonesia - Problem Solving & Decision Making
24-25 30 Jun-01 Jul 22-23 17-18
22-23 10-11 08-09 27-28 08-09
01-02 26-27 12-13 25-26
12-13
26-30 23-27 16-20 13-17 04-0825-29 31 Aug-04 Sep10-14 28 Sep-02 Oct19-23 30 Nov-04 Dec09-13 14-18
04-06 25-26 21-22 15-17 16-17 28-30 01-03 28-30 08-09 11-13 06-08 20-22 12-13 30 Sep - 02 Oct 18-20 02-04 09-11 01 02 03 04 05 06 07 08 09 10 11
• HUMAN RESOURCE MANAGEMENT
Human Resources Management Competency Based HRM/CBHRM Practical Job AnalysisDesigning Competency Model Talent Management
Competency Based Recruitment & Selection Practical Behavior Based Interview Designing Learning Program Designing Training Program Evaluating Training Program
Measuring Return On Training Investment - ROTI
14-18 23-27 10-12 17-19 29 Sep - 01 Oct 26-30 21-22 12-13 14-18 10-14 08-12 17-18 19-21 06-07 12-13 17-19 20-24 09-13 09-13 01-02 10-11 25-27 19-21 21-23 07-08 02-03 24-26 25-27 08-10 04-05 04-05 26-28 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 Hours 16 20 16 20 16 24 24 16 16 16 40 40 20 16 16 16 24 16 24 24 16 16 Staff Mgr Sr Mgr Days 2 2.5 2 2.5 2 3 3 2 2 2 5 5 2.5 2 2 2 3 2 3 3 2 2 6,000,000 6,000,000 4,600,000 5,000,000 5,500,000 5,000,000 5,000,000 4,850,000 4,700,000 4,600,000 7,500,000 6,200,000 4,650,000 4,200,000 4,400,000 4,400,000 4,850,000 4,400,000 4,400,000 4,850,000 4,400,000 4,500,000 Price (IDR)
• GENERAL MANAGEMENT
Training for Trainers Office ManagementFiling Management (New Tittle)
Designing Standard Operating Procedure (SOP) Management for Professional Secretary
30 Sep - 02oct 21-23 01-02 12-13 06-08 19-21 19-20 27-28 18-20 05-06 01-03 16-17 08-09 17-19 29-30 11-13 19-21 11-12 16-18 17-19 17-18 24 24 16 16 24 3 3 2 2 3 5,750,000 5,000,000 4,500,000 3,850,000 5,200,000
• MARKETING MANAGEMENT
Competitive Marketing StrategyMarketing Plan for Sustainable Competitive Advantage Marketing Management
Building Service Culture
Customer Satisfaction Management Customer Service Orientation Enhancement Marketing Channel Strategy (New) Sales Management
Salesmanship
Negotiation Skill for Business Winning Product Management Digital Marketing
Applied Marketing Research
08-10 20-22 01-03 03-05 21-22 22-23 27-29 11-13 24-26 14-16 28-30 09-11 06-08 04-06 20-21 03-05 26-27 18-19 28-30 22-23 09-10 16-17 29 Sep - 01 Oct 01-03 10-12 09-11 07-09 25-27 22-23 24-25 23-24 19-20 03-04 01-02 04-05 01-02 28-30 28-30 28 29 30 31 32 33 34 35 36 37 38 39 40
• OPERATION MANAGEMENT
Project Procurement & Risk Management Operation Exellence
Inventory Management Purchasing Management
Distribution & Transportation Management (New) Project Management
Owner’s Estimate
Lean System (New)
Workplace Producticivity Improvement Work Load Analysis
Warehouse Management Maintenance Management 23-27 08-12 03-05 29 Sep - 01 Oct 01-03 15-17 08-10 15-17 24-26 18-20 11-12 02-03 12-13 08-10 12-13 21-23 27-29 15-17 11-13 21-23 03-05 20-22 25-27 23-25 04-05 22-23 03-05 10-12 16-17 07-09 14-16 06-07 22-24 29-30 27-29 31 Mar - 02 Apr 17-19 19-21 05-07 24-26 16 20 24 16 20 16 20 20 16 20 20 16 20 36 16 24 16 24 36 24 20 16 24 20 16 24 16 20 24
PARTICIPANTS
Spv Staff Mgr Sr MgrPUBLIC TRAINING
2 2.5 3 2 2.5 2 2.5 2.5 2 2.5 2.5 2 2.5 4.5 2 3 2 3 4.5 3 2.5 2 3 2.5 2 3 2 2.5 3 Days 5,100,000 4,650,000 5,100,000 4,200,000 4,200,000 4,200,000 4,850,000 4,850,000 4,200,000 4,850,000 4,850,000 3,850,000 4,850,000 5,850,000 4,100,000 5,850,000 4,100,000 4,100,000 5,750,000 5,250,000 5,400,000 4,100,000 6,000,000 4,200,000 4,100,000 4,100,000 4,000,000 5,300,000 4,950,000 Price(IDR) JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 Production/Operation Management Quality Management (New) Supply Chain Management
Production/Operation Planning & Control
26-30 07-08 20-21 25-29 02-06 06-08 19-21 17-19 11-13 10-12 Hours
• FINANCIAL MANAGEMENT
Finnon 1 : Understanding Financial Statement Finnon 2 : Profit Planning & Capital Budgeting Integrated Risk Management
Treasury Management
Budgeting
Financial Statement Analysis Effective Cost Management
28-30 27-28 11-13 18-20 19-21 12-14 21-23 02-03 27-29 01-03 09-10 24-26 18-20 16-18 27-29 03-0530 Jun - 02 Jul 22-23 15-16 07-08 17-18 09-10 06-08 11-12 03-04 26-27 16-17 30 Sep - 02 Oct 08-09 12-13 02-04 25-26 15-16 11-13 24-25 57 58 59 60 61 62 63 64 65 66 Internal Audit
Forensic Accounting & Fraud Investigation Feasibility Study 24-26 20-22 11-13 09-11 18-20 28 Sep - 02 Oct 09-13 31 Mar - 02 Apr
• SPECIAL PROGRAM
Young Manager’s Program
Assessment Center Assessor Certification
Sertifikasi Ahli Pengadaan Barang/Jasa Pemerintah New Product Development Professional
Human Capital Management Certification (HCMC) Modul 1 : Aligning HCM strategy & Corporate Strategy Modul 2 : Acquiring & Developing the Right Employees Modul 3 : Retaining the Best Employee
Modul 4 : Increasing Employee Engagement
25-29
21-23 28-30
25-27
21 Apr - 05 Jun 29 Sep - 13 Nov
02-06 16–18 10-13 15-17 20-22 24-26 20-24 08-12 24-28 04-06 25-28 05-09 09-13 23-27 07-11 07-11 26-30 23-27 67 68 69 70 71
• MANAGING OTHERS
Managing People Effective Leadership Managing Team Development Effective Supervisory Management Leader as A Coach (New)02-04 08-10 03-05 16-17 19-20 11-13 12-13 20-22 06-08 21-22 10-11 03-05 15-16 01-03 25-27 17-18 31 Mar-02 Apr 14-15 28-30 19-20 19-21 27-28 04-06 27-29 10-11 24-26 30 Jun - 02 Jul03-05 72 73 74 75 76 77 78 79 80
PARTICIPANTS
PUBLIC TRAINING
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC20 16 20 16 20 16 16 40 20 20 110 40 40 24 32 24 24 24 20 16 24 24 16 Spv Staff Mgr Sr Mgr 2.5 2 2.5 2 2.5 2 2 5 2.5 2.5 28 5 5 3 4 3 3 3 2.5 2 3 3 2 Days 5,500,000 4,400,000 5,500,000 4,400,000 4,500,000 4,950,000 5,200,000 5,100,000 4,950,000 5,500,000 19,200,000 9,800,000 5,300,000 15,000,000 6,800,000 5,000,000 5,000,000 5,000,000 4,950,000 5,750,000 6,200,000 5,750,000 4,100,000 Price (IDR)
• PERSONAL EFFECTIVENESS
Effective Business Communication Report WritingBusiness Presentation Skill Time Management 24-26 24-25 16-18 02-04 19-20 12-13 28-29 18-20 25-26 12-13 04-05 11-13 15-17 29-30 12-13 17-18 16 20 20 16 2 2.5 2.5 2 4,000,000 5,000,000 4,200,000 4,000,000 All Program Will Be Presented In Bahasa Indonesia
Nama Pelatihan
Tanggal
Pukul :
Biaya
Nama Perusahaan
Alamat Surat
No. Telp. Persh
Fax Persh :
Contact Person
Telp / HP
Jabatan
Bidang Usaha
No. Email HP L/P 1 2 3 4 5Bagian Pelayanan Pelanggan:
Pembayaran dilakukan secara transfer ke:Telp
: (021) 8798-4777
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: (021) 8799-1059
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Mobile
: 0815 5995 6195
a/n: Yayasan Pendidikan & Pembinaan Manajemen: support@manajemenforum.com
Website
: www.manajemenforum.com
BANK CENTRAL ASIACabang Kwitang
No. Rek. : 6 8 6 0 1 3 8 5 5 5
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INFORMASI PENDAFTARAN
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Formulir Pendaftaran Program Pengembangan Eksekutif
2015
PPM Manajemen www.ManajemenForum.Com
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PERHATIAN - KETENTUAN PEMBATALAN !
TEMPAT PENYELENGGARAAN
PPM Manajemen - Gedung Bina Manajemen, Jl. Menteng Raya No. 9 Jakarta Pusat 10340
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