Sales Boot Camp (The Proactive Sales Executive Development Program)

The Proactive Sales Executive Development Program, ProSEDEP, organised as a boot camp, is targeted at 'accidental salespersons' (those who never planned on a career in sales but now find themselves in it) and fresh graduates wishing to make a career in professional selling. Designed to help them hit the ground running, it builds the critical skills needed by sales executives who are in the front-line everyday.

The theory is there; but there are lots of practicals, case studies and role-plays.

A new session begins every month.

Market-readiness
Participants are so well prepared that even those who have never worked before can hit the road without additional training.

Each participant is required to indicate the industry and market segment that he/she desires to specialize in. Class assignments are performed according to the respective areas of specialization and after 4 weeks of instructor-led classes, role-plays and exercises, the participants commence a 2-week compulsory field work in which they plan and execute sales calls in their industries of choice according to the pattern learnt and practiced in class.

The areas of specialization:

• Mature markets
  This refers to selling in situations in which prospects usually have an on-going need for the product/service. The major challenge is that prospects have a wide range of suppliers from which to choose.
• New products or concepts
  This prepares participants to sell a product/service which is a new or novel concept in its market. Most of the prospects encountered by salespersons in this area don't even know such a product exists and those who know have never thought of buying it or have made no provision for it in their current budgets. The salesperson will perform the role of creating the need for his product and managing the persuasion process to a close.
• Business-to-business affiliations
  This specialization is particularly relevant for professional service providers (such as law firms, advert/PR agencies, estate managers, health management organisations, freight forwarders, transporters, etc) the nature of whose business it is to to establish long-term relationships.

Who should enroll?
Though the program is targeted at young graduates that desire career opportunities in professional selling, it has been found very helpful by experienced salespersons interested in getting better results and even business leaders who negotiate deals on behalf of their companies.

Upon graduation, self-sponsored candidates are placed in companies that have vacant positions for sales & business development executives - and there are lots of companies willing to take up such pre-trained salespersons into performance-driven positions.

Content overview
Prospecting techniques|Dealing effectively with call reluctance and sales rejection|Telephone techniques for securing appointments|Getting past screeners|A framework for opening the sales call|Confirming the buyer’s perspective|Demonstrating capability|Handling objections and obtaining commitments|Basics of proposal writing|Customer service & beyond|the psychology of selling.

Duration
The Proactive Sales Executive Development Program, ProSEDEP is a 7-week program. Program participants don't have to block-out days from work in order to attend the training. Just 3 weekend sessions and 4 weeks of field work.

Application
click here to complete our form or download the pdf form and prospectus.