PDF《课程简介》

合办机构 持续教育学院 持续教育学院 持续教育学院 持续教育学院 School of Continuing Studies Improving Sales Productivity through Sales Leadership (提升销售绩效的销售领导力 提升销售绩效的销售领导力 提升销售绩效的销售领导力 提升销售绩效的销售领导力) Course Introduction 课程简介 课程简介 课程简介 课程简介 Sales leadership, a term synonymous with delivering maximum sales results through effective sales management and improvement in selling skills with demonstrated performance in sales productivity, the top line (revenue) and the bottom line (profit).

Sales and Business Managers today must think in transformational terms. They must have the ability to envisage market potential in changing times, translate that vision into reality through knowledge management, setting an overall direction and working with the sales teams to empower them to deliver their best using Key Performance Indicators (KPI),scorecards and a sales management system to provide fact based review and feedback. Continuous learning, the ability to stay ahead of current thinking, and a willingness to take and manage risks are all leadership functions we have come to expect from all sales and business managers. Together these factors help the sales organization improve its productivity so that it continues to excel. Remember, the best organization wins. The fittest survives. Course Outline课程大纲 课程大纲 课程大纲 课程大纲 Planning, Organising and Supporting the Sales Team Use Sales Management Tools to Provide Data and Information Make the Sales Process Accessible and Convenient Maximise Sales Resource to Optimise Productivity through Territory and Time Management Leverage Sales Knowledge and Build Sales Capability Provide Administrative Back-up and Internal Customer Service How to Review, Evaluate and Improve on Sales Performance Analyse Sales Information to Determine Variances Meaning Behind the Numbers How to Narrow the Variance Motivating the Sales Team Self-fulfilling Prophecy CPositivism Breeds Positive Results Identify What Makes the Sales Team Tick Coaching and Guiding the Sales Team to Realise Its Full Potential Rewards and Recognition Learning Objectives 教学目标 教学目标 教学目标 教学目标 By the end of the workshop, participants will be able to: Identify barriers to sales productivity Craft solutions to minimise barriers and improve sales management Empower, coach and motivate the sales teams to deliver their best Target Audience 对象 对象 对象 对象Sales Managers, Business Managers, Sales Supervisors and Sales Professionals;

销售经理.商业经理,销售主管及销售专才. Instructor 导师简介 导师简介 导师简介 导师简介 Weelan HO 何慧兰 小姐 Principal and Director of PGA Consulting Limited Director of Ascent Global Services Pty Ltd (Australia) Accredited Myers-Briggs Facilitator Certified Trainer About Weelan Ho Weelan graduated from the University of London with BSc (Econ), and a Master degree in Business Analysis with the University of Lancaster in England. She has always worked internationally, bringing with her 20+years of experience helping clients improve organisational productivity, efficiency, quality, service and bottom-line results through consulting, training, coaching and organisation development Weelan works closely with all levels of management as they are the pillars of the organisation. Her in-depth knowledge of operations, processes, human performance, and behaviours makes her uniquely suitable to be a good coach and effective facilitator. Currently, as the Principal for PGA Consulting Limited, she works with a variety of clients including multinationals, SMEs, family-owned enterprises (FOE) across Asia Pacific in multiple industries, as well as collaborating with institutes such as the Hong Kong Management Association, in addition to conducting open training programs for PGA Consulting Limited. Weelan writes articles relating to leadership, change management, talent management, customer service, learning and personal development that are published in T/Dialogue and E-news for the Hong Kong Institute of Accredited Accounting Technicians (HKIAAT). She reads, writes and speaks a few languages including English, Cantonese, Putonghua and the Malay Language in addition to speaking other Chinese dialects. Medium of Instruction 授课语言 授课语言 授课语言 授课语言 English and Supplemented with Cantonese and Putonghua depending on the needs, requirements and preference of the participants. Course material will be in English unless specifically requested for customized in-house training. 英文辅以中文及普通话教学;