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OUTLINE OF THE TRAINING PROGRAM
Selling Product Benefits
- Introduction – Changes in the Industry
- Selling Defined
- Needs and Wants of Customers
- 4 Factors of Purchasing Decision (Competition, Price, Product Quality, Service Quality)
- Features/Advantage and Benefits – Categories and Types of Buyer Benefits
- The Need for Probing Skills – Asking the Right questions to solve problems of potential customers is the best way to sell
Prospecting
- The Value of Prospecting
- Prospecting Process
- Sales Lead Funnel and Your Conversion Ratio
Understanding the Sales Process
- Sales Process Standards – Approaching customers; Need Assessment; Product Presentation; Handling Objections and Closing the Sale
ABOUT THE SPEAKER
LUIS RAMON C.
ILUSTRE is a graduate of the Ateneo de Manila University with a Degree in Bachelor of Science in Management specializing in Sales and Marketing. His exposure to professional human resource training and consultancy was obtained when he joined John Clements Consultants, Inc. (JCCI) where he left in 1993, as Managing Consultant. By 1994, he ventured into training and consultancy on a per project basis and at the same time managed one of the leading distributors of Siemens Nixdorf and AT&T computers as Vice president for Sales and Marketing.
Today, he is the President and General Manager of In-Depth Training Resources, Inc. For more than 10 years, he continues to provide professional human resource training and development to many companies in the country and has been contracted to conduct training courses in the Asia Pacific (countries such as Australia, Hongkong, Singapore, Malaysia, Thailand, Indonesia, Cambodia, Laos, Saipan, Guam, Brunei and India.) In addition to the many courses on Sales and Marketing, Customer Service, Management Development and Organizational Development that he has designed and conducted, he also provides professional consultancy that involves Systems Design and Process Improvement particularly in the automotive, banking, consumer, telecommunications and pharmaceutical industry.
TRAINING FEE AND SCHEDULE
| NASBI MEMBER | NON-NASBI MEMBER | |
| Fees | P3,500 per person | P4,000 per person |
| Date |
May 24, 2013 (Friday) |
|
| Time/Duration |
9:00 Am to 5:00 PM |
|
| Venue |
Training Room, ACI-MART Office, Penthouse PDCP Bank Centre, V.A. Rufino cor L.P. Leviste Sts. Salcedo Village, Makati City |
|
| Participants |
Ideal for broker salesmen (Acceptance will be given on a first come, first served basis) NASBI members will be given priority |
|
| Maximum Participants |
25 participants |
|
| Reservation |
All reservations will be considered confirmed if not cancelled three (3) working days before the scheduled training date. |
|
| Payments |
Check payments should be made to the: NATIONAL ASSOCIATION OF SECURITIES BROKERSALESMEN, INC. |
|
For inquires and/or confirmation of registration please contact the NASBI Program Coordinator and/or fill-up the registration form and submit via fax or email on or before May 17, 2013, Friday to:
PROGRAM COORDINATOR
Mr. Paul A. Evora
Chairman, NASBI Education Committee
Tel No. (632) 858-3020;
Fax No. (632) 840-7329 ext. 2246
Email Add: evora.paul@bdo.com.ph
