
Develop Key Sales Skills
A sales management development program constructed around proven best practices which covers the new essentials of recruiting, selection, training, and performance management.
A sales management development program constructed around proven best practices which covers the new essentials of recruiting, selection, training, and performance management.
Module 1 Recruiting (12 modules)
Module 1.1 The Importance of Recruiting
Module 1.2 The Recruiting and Selection Process
Module 1.3 Sourcing
Module 1.4 Developing Your Candidate Profile
Module 1.5 Beginning Your Search – Where to Find Candidates
Module 1.6 Recruiting Through Personal Contacts
Module 1.7 Prospective Recruits Within Close Reach
Module 1.8 The Internet as a Recruiting Source
Module 1.9 Using Social Media as a Recruiting Tool
Module 1.10 Making Contact With Candidates
Module 1.11 Presenting the Career
Module 1.12 Sample Approach for Personal Contact and Answering Objections
Module 2 Selection (12 modules)
Module 2.1 Four Important Conditions for Effective Selection
Module 2.2 The Selection Process
Module 2.3 The Initial Interview and Selection Screening
Module 2.4 Fact-Finding Interview
Module 2.5 Career Orientation
Module 2.6 Confidential Reference Interviews
Module 2.7 Other Information
Module 2.8 Final Evaluation
Module 2.9 Making an Effective Career Presentation
Module 2.10 Selection Interviewing
Module 2.11 How to Conduct an Effective Selection Interview
Module 2.12 A Commitment to Excellence
Module 3 Training (12 modules)
Module 3.1 Training for Results
Module 3.2 The KASH Formula
Module 3.3 Training’s Three Rs
Module 3.4 Identifying Training Needs – Prospecting
Module 3.5 Identifying Training Needs – Pre-Approach, Approach, and Fact Finding
Module 3.6 Identifying Training Needs – Design a Solution, Present the Solution, and Close
Module 3.7 Identifying Training Needs – Follow Through, Deliver the Policy, and Provide Service
Module 3.8 Setting Learning Objectives
Module 3.9 Using PESOS – A Complete Training Process (Part 1)
Module 3.10 Using PESOS – A Complete Training Process (Part 2)
Module 3.11 Using Skill Practice to Build Good Habits
Module 3.12 Using Joint Fieldwork to Train
Module 4 Performance Management (12 modules)
Module 4.1 “Can’t” vs. “Won’t”
Module 4.2 Three Steps of Supervision
Module 4.3 Setting Performance Standards
Module 4.4 Setting Goals
Module 4.5 Identifying and Studying the Agent’s Performance – Records
Module 4.6 Identifying and Studying the Agent’s Performance – Personal Interviews
Module 4.7 Identifying and Studying the Agent’s Performance – Observation
Module 4.8 Determining and Recommending Corrective Action
Module 4.9 The Coaching Model
Module 4.10 The Coaching Process – 1:1 Meeting
Module 4.11 1:1 Meeting Agenda – Open and Explore
Module 4.12 1:1 Meeting Agenda – Present, Resolve, and Create an Action Plan
Essentials of Agency Management is currently available in English and Thai.
Sample Approach for Personal Contact and Answering Objections