What you will learn

• Realistic ambition and target planning in service sales
• Target group analysis and specific benefit argumentation
• Development of a service sales force
• Special features of the sales process in service
• Channel strategy and incentivization

Description

Manufacturing companies often miss out on service opportunities due to a lacking or inadequate sales strategy. They only react to customer inquiries instead of actively approaching and shaping the service market. Structured processing of service customers could significantly increase sales and revenue.

In this course, we will show you how to optimize your service market in order to achieve top results in the service sector. Effective sales are crucial for this and a cornerstone of successful companies. We support you in deriving realistic sales and turnover potential and defining growth targets. Through in-depth target group analysis and market model development, we enable you to create effective sales strategies. We highlight the advantages and disadvantages of different sales channels and show you how to set up an efficient service sales force. Incentivizing the sales force and other channels to exploit potential is also discussed. In addition, we offer insights into benefit argumentation and sales controlling for a comprehensive perspective on service sales management.

The course is aimed at all those who are actively looking at how they can sustainably increase their service sales. We will share our strategic view of the topic with you and provide useful tips on which points and levers you can set in order to be even more successful in the future.

This course is not suitable for you if you are looking for operational sales training for your sales staff. We do not focus on methods and tools for successful sales negotiations, but rather on organizational and procedural success factors that promote good service sales.

Requirements

• Internet access
• Current browser version (Chrome or Firefox recommended)
• Commercial buyer