In an increasingly tense competitive environment, with procurement policy that are growing ever more structured and pressure to deliver results on time, the challenge facing sales departments and their teams is how to combine an effective sales force with strong customer relations. Detecting untapped sources of productivity and potential performance gains by analysing your sales process is a good way to start improving overall efficiency. Today, data mining and the use of Big Data have also become critical to improving customer knowledge and can help unlock value in the company’s operations and sales strategy. Digital approaches are also becoming part of “traditional” sales activity and selling techniques. Social selling, via social media, is changing how prospecting and commercial communications work, while online customer relations are contributing to customer satisfaction and loyalty. All of this makes it essential to have the right tools and methods to guide actions and give the teams the help they need.
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