Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.

1. Business Management Series
Sales Training Workshop Series
12 Module Workshop
Leading salespeople is one of the
most challenging jobs, requiring the
ability to manage yourself and a
team of people who are generally
high achievers and have demanding
personalities.
Effective sales managers need to
recognize and avoid common
leadership mistakes, prioritize to
avoid the tyranny of the urgent, and
understand the factual, causative,
and value-based motivators of their
salespeople
Course Objective
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Tetrahedron Academy
Who should attend
Sales Manager
Business Manager
Sales Trainer ( Internal)
Territory Managers
Marketing Managers
Customer relationship Managers
you will be able to examine the people side of being an
effective sales leader and the process side of being an
effective sales manager. You will begin with yourself and
where you spend your time for the most profitable action.
You will look at ways that you can stay focused on your
priorities. You will discover a tool to help you understand
what motivates individuals on your team
Improved Customer Service: delivering exactly what the
customer wants when they want it.
Improved Sales Productivity: Improvements in throughput
and value add per person.
Improved Lead Times: Business able to respond quicker,
quicker set ups, fewer delays.
Understand the fundamental drivers of sales management
and Leadership, Recognize the common mistakes sales
managers make
Analyze the challenges of managing time as sales
managers, Use the Sales Inner View to build relationships
and understand motivations
Develop solutions that are unique to each buyer, Formulate
solutions that appeal to buyers’ logic and emotions
Benefits of attending
Over the last three years 600+ Participants
has attended this session across India
Identifies and converts prospects who
should be doing business with us into
customers who are champions for our
organization.
Creates an environment with
customers to maintain a positive long-
term relationship
Manages process for aligning human
capital with organizational goals.

2. Business Management Series
Sales Training Workshop Series
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Tetrahedron Academy
M 1
Developing and
Managing Key
Accounts
•Create new business opportunities within existing accounts • Design a clear and
comprehensive picture of a client’s current and future needs, •Develop goals and a
detailed action plan to create client partnerships
M 2
Establish Return
on Investment
•Establish Return on Investment for customers • Measure ROI in terms of time,
cost, and quality •Reduce worries and gain peace of mind for clients • Deliver a
compelling ROI summary
M 3
Commitment
Strategies
•Guide customers through the stages of commitment •Become a trusted advisor to
clients •Manage commitments over a long selling cycle •Gain commitments in a
competitive environment
M 4
Generate Interest
Through Informed
Discovery
•Utilize a variety of tools for information gathering •Develop needs assessments to
gather relevant client data •Use Informed Interviews to earn client respect and
trust •Use specific summarizing techniques to confirm client needs
M 5
Foundation for
Consultative
Selling
•Understand and apply a proven selling process • Apply a philosophy to understand
the buyer’s point of view •Develop a motivating personal vision as a salesperson
•Manage time for profitable action
M 6
Master the Selling
Process
•Tie the sales process together •Deliver a sales presentation Customized to your
business •Assess your colleagues on their ability to present solutions
M 7
Negotiations
Mastery
•Tie the negotiations process together •Implement strategies for effective
negotiation planning and preparation •Practice the negotiation process elements
•Assess your colleagues on their ability to negotiate
M 8
Negotiations:
Leveraging
Personality Styles
•Identify ideal, realistic and fallback targets for both sides •Respond to common
negotiations tactics •Implement strategies for effective negotiation planning and
preparation
M 9
Objections
Handling
•Apply a Win-Win process to resolve objections •Identify points of agreement to
lower buyer resistance •Respond to the six most common objections with
confidence
M 10
Pipeline and
Territory
Management
•Project revenue targets from existing accounts and current and new prospects
•Identify where clients and prospects are in the sales pipeline •Develop a territory
plan to create focus and direction for activities
M 11
Sales Performance
Defined
•Create a picture of what a salesperson’s job looks like when it is being done well
•Write a document that defines performance expectations, Identify key skills,
knowledge and abilities essential to job performance, Translate business objectives
into daily activities with measurable results
M 12
Uncover Selling
Opportunities
•Further develop existing accounts and increase customer loyalty • Create a referral
network of champions who bring in business •Capitalize on referrals, references,
and testimonials

3. Business Management Series
Workshop Scope & Structure
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Tetrahedron Academy
Customised
Session Material
Pre-session Test for Skill
mapping by Customsied
web-based Assessment
Module. Web based tool
will be helpful to replicate
the test for large numbers
across geography with
standardised skill-gap
matrix for each participant
Pre Session Test
Innovative
Activity Based
Workshop
Effectiveness
and Impact
Assessment
Input from Customer and
stakeholders’ business
need along with skill gap
map help customise the
session that bring required
skill to deliver quick, visible
and tangible result as
required by the business
Tetrahedron’s rich & wide
expertise help design and
deliver the workshop with
at least 60% activity based
learning enable the
participants to enjoy the
session and retain
maximum learning from
the session
A series of post session
assessment in regular
interval measures the
effectiveness and impact of
the training on on-job daily
work of candidates. An MIS
will also help the manager
to visualise candidates’
progress
Business need
and target
setting
Expert Input &
CFT
Define Growth
Path and Next
Level
VoC and
Stake Holders
Expectation
Sales Improvement
Program
(SIP)
Series1 Series 2 Series 3
4 Workshop
Module in series 1
(Stage gate) Series
will help achieve
the candidate
reach given sales /
revenue target.
4 Workshop
Module in series 2
(SIP) Series will
help achieve the
candidate achieve
stretched sales /
revenue target.
4 Workshop
Module in series 3
(ASAP) Series will
help candidate to
qualify for the next
level hierarchy
Stage Gate
Program
(SGP)
Advance Sale-Force
Assessment Program
(ASAP)
3 Stage Structured
Program helps in
achieving given and
stretched target with
result based career
progression
Customised activity
based session with
skill map analysis and
training effectiveness
at all three series
STRUCTURE
SCOPE
Project Manager
Name - Vijay
Education – B Tech + MBA
Experience – 14Yrs in
Automotive, off road (Telcon),
Steel and Consultancy
Language – English, Hindi
Project Leader
Name - Nitin
Education – B Tech + MBA
Experience – 14Yrs in
Automotive, Defense, Training
and Consulting
Language – English, Hindi
Workshop Guide/Moderator
Name – Vivek / Kumar
Education – B Tech, MBA
Experience – 13Yrs in Training
and Consulting, Sales and
Customer Relation Expert
Language – English, Hindi
Content Designers – 2 Numbers
Name – Abhilash, Jyoti
Education – BA, Animation
Experience –Content Writing,
Designing,
Language – English, Hindi