Sales process guided second meeting of Sales Management course
Supervisors, managers, entrepreneurs and employees who are under their responsibility or who work in the commercial area met for the second meeting of the Management Development program, organized by Unindustria, in partnership with BR Gestão Inteligência em Educação Executiva and Sebrae. Alessandro Lunardon, CEO of the partner company identified, along with the group, the best commercial management practices within the context of each one, taking into account an active methodology that could be implemented in each company. The benefits, according to him, direct to a profitable and high performance commercial team.
Although it was the second of six meetings, Ivo Giareton pointed out that the knowledge of the first meeting was put into practice and that the changes are already noticeable. "The company was one before the first module and now it has another direction of commercial management". Lunardon emphasizes that this is due to the model of excellence, presented to the class and developed in the company. "The first major theme of this model was presented to them with a sales process, which identifies the main topics that every sales professional needs to perform with high performance," he said.
However, how can sales teams perform these high performances excellently? Lunardon emphasized nine stages of a sales process, which are: planning the approach visit, identifying opportunities, identifying other opportunities, proposing benefits and rewards to the client, sending and managing the budget / proposal, handling objections, negotiating and closing and, finally, after sales. At the end of the second module of the course, the professor pointed out that the managers were able to put these nine steps into practice with excellence.
