Module SAAn Effective

Sales Professional

Module SB1Structured Sales

Technique

Module P1Being Professional

Module SB2Account Management

Module SC1Managing Customer

Satisfaction

by Charoen Fuangtharnthip

“Sell to achieve, Sell to win”

2-Days Sales Training Condensed Course

IT CAREER & RESPONSIBILITIES EDUCATION & TRAINING

1977-79 Business Representative 1974 MBA – Quantitative Business AnalysisIBM Corporation (Thailand), Thailand Santa Clara University, California

1980-81 Corporate Systems Analyst 1975 State College Teacher CredentialNational Semiconductor Corp., US California Board of Trustee

1981-85 Santa Teresa Lab. Technical & Sales 1982 New Manager TrainingIBM Corporation, San Jose, US IBM Manager School, Armonk, NY.

1985-87 Marketing & Sales Instructor 1993 Certified NetWare EngineerIBM Corp., (SEAR Education Centre, Hong Kong) Business Instructor at College, San Jose

1987-95 Technical, SW Development, Sales Mgmt. 1994 Certified IBM LAN Server AdministratorIBM Corp., M&S, San Jose, US Business Instructor at College, San Jose

1996-97 Country Marketing Manager 1996-97 Scenario Mgmt. Training, 10-Steps PlanningHewlett Packcard (Thailand), Thailand Hewlett Packard Southeast Asia Region

1997-04 DATA Management 1997-04 IBM Data Management (DB2) TrainingIBM Corp., San Jose, US

2004-05 Assistant Managing Director . 2004-05 Oracle Products & Services Support Mgmt.A-Hosting Co., Ltd., Bangkok, Thailand

2007-12 Executive Director, Senior Advisor 2007-12 Netezza Sales & Support Management,Sahasedsiri International Co., Ltd. Thailand SAP/Business Objects, BI & EDW Management

Author of the Course

International Experiences Thailand Experiences

Module SAAn Effective

Sales Professional

Module SB1Structured Sales

Technique

Module P1Being Professional

Module SB2Account Management

Module SC1Managing Customer

Satisfaction

5-Modules Course Price

24,900 Bahts per Attendee

Special:Early Bird 20,900 Baht

Module SAAn Effective

Sales Professional

Module SB1Structured Sales

Technique

Module SB2Account Management

Target Skills Improvement

•Understand roles & responsibilities•Learn 4 levels of IT selling's•Learn how to improve sales performance

•Learn how to formulate sales strategy•Learn how to develop IT proposal•Learn effective way to make customer calls

•Learn to manage accounts. & territories•Learn to develop sales forecasts•Learn how to achieve sales targets

Module SC1Manage Customer

Satisfaction

Module P1Being Professional

•Learn what customer oriented attitude is•Learn to retain customer loyalty•Learn to delight customer

•Understand value of being a professional•Learn to recognize quality of a professional•Practice professional and adaptive skills

Module SAAn Effective

Sales Professional

Module SB1Structured Sales

Technique

Module SB2Account Management

Sessions Schedule

Day 1 08:45-12:00

Day 1 13:00-17:00 Day 2 08:45-12:00

Module SC1Manage Customer

Satisfaction

Module P1Being Professional

Day 2 13:00-15:00 Day 2 15:30-17:00

• Held at a hotel (to be determined)

• Fully catered meals

• Professional quality venue

• Receive Certificate of Completion

from IMC

• Seats reserved for the first 15 applicants

• All instructions are conducted by the author of the course, Ajarn Charoen

Fuangtharnthip

• Course is recommended by ATCI

Confirmed Schedule: Nov 20 – 21, 2013

2-Days Sales Training Condensed Course

Following are groups of individuals who would benefit most from the training;Attendees from IT sectors are particularly appropriate:

1. Sales personnel 2. Marketing personnel 3. Sales/Marketing management personnel 4. Field support personnel with customer facing responsibilities 5. customer personnel with IT projects and management responsibilities

Target Audiences

Following are groups of individuals who would benefit most from the training;Attendees from IT sectors are particularly appropriate:

1. Sales personnel 2. Marketing personnel 3. Sales/Marketing management personnel 4. Field support personnel with customer facing responsibilities 5. customer personnel with IT projects and management responsibilities

Target Audiences

Module SAAn Effective

Sales Professional

Module SA content: 4 hours of instructions on what makes a sales professional a special breed of people in IT – if they are successful, they are considered highly sought after individuals who are skilled to sell solutions in a highly technical industry. Due to the complexity and depth of Information technology, the selling skills needed can be very demanding subject to which level of IT requirements their customer needs are:

1. IT hardware (PC desktop, tablets, smart phones, etc.)2. IT O.S. software (operating systems, network operating systems, etc.)3. Applications (desktop apps., hand-held device apps, spreadsheets, etc.)4. Integration of hardware, software, customer services processes, etc.

But being technical and knowledgeable of IT is only a prerequisite. To be adequately effective, one needs to have the soft skills to apply the technical understanding so that its solution benefits will be perceived correctly by the customer so much so that he/she would “BUY”.

The objective is to provide the attendee the essential knowledge of primary roles and responsibilities of an IT sales professional; what soft skills it takes to be successful; learn to succeed regardless of which level of IT complexity they are in.

Module SB1Structured

Sales Technique

Module SB1 content: 4 hours…4 days of instructions + clinics/drills on selling techniques,

7-steps structured selling processes:

Step 1: Building rapportStep 2: Review/Verify current systems issues & area of concernsStep 3: Propose systems solutions & Verify key perceptionsStep 4: Selling technique: Features, Benefits, Reactions (FBR)Step 5: Summarize solutions benefitsStep 6: Getting commitment; close the saleStep 7: Assuring satisfaction and follow through

The objective is to provide a structure of preparatory steps needed by a salesperson in making a customer call. This technique is well proven and widely used by Global IT companies such as IBM, HP in training its sales force. Each step in the technique is explained, made clear with contemporary customer examples by the instructor who had actual experiences in IT sales training in Asia. This module also includes lecture on “How to handle objections” technique.

Module SB2Account

Management

Module SB2 content: 4 hours of instructions on key data needed on customer, decision makers, influencers, competition to develop account plans to manage customers and sales territories. Lecture will also include importance of how to assess customer concerns and their needs for solution. It then proceeds to apply the Findings in developing sales strategies.

The objective is to provide key essential concepts on how to effectively manage customer account. Topics include how to create and maintain account plan, how to develop account strategies based on business objectives. Recommended back-office preparations needed by a sales professional to assess, analyze and synthesize to come up with effective call plans and activities for a customer’s situation that would increase the odds of closing a business opportunity.

This module also includes “how to qualify a prospect”, an essential skill in improving the probability to close/win an account.

Module SC1Managing Customer

Satisfaction

Module SC1 content: 3 hours of instructions on essential attributes and skills needed to maximize customer satisfactions focusing on:

a. customer oriented attitudeb. what are essential professional attributes necessary to serve customersc. how to retain customer loyaltyd. what skills are required to serve customer well

The objective is to equip the attendee with knowledge of what international standards of customer oriented IT services are. The lecture would elaborate why good customer services are fundamentally necessary for long termed success. Discuss what kind of customer expectations are and how they could be fulfilled to gain & grow customer loyalty.

Module P1Being

Professional

Module P1 content: 3 hours of instructions on what being professional means? Why they are so fundamentally important to make one successful and why they are so desirable than those that are considered “being amateur”:

a. Being Professional - What Is It ?b. Why is it desirable ?c. Describe the attributes using real-life examplesd. Practicing professional and adaptive skills e. Key qualities & characteristics

The objective is to equip the audience with clear motivation as to why customer satisfaction is important and absolutely necessary for long termed business success. Discuss what kind of professionalism is needed and valued. Discuss what are necessary to retain customer satisfaction and why it is good for business.