Mobilink Pakistan, Orasom Group Company, in its drive towards sales excellence turned to its long term training partner Global Management Consultants to train its regional sales directors, managers, and 400 plus newly hired Business development officers, in two separate customized training programs.
UAE - "Given Mobilink's meteoritic rise and position as number one cellular company of Pakistan, it was essential that our sales training initiative was closely dove tailed to their 2007 business goals", said Saira Akbar, Global's senior consultant and CEO.
In two separate programs, the sales director's program was intensive, spread over 5 months, which included a train the trainer approach to sales management. This program had attendance from Enterprise Solutions Regional Sales Managers, Enterprise Solutions Sales Managers, Enterprise Solutions Sales Executives, and Enterprise Solutions Sales Coordinators
Topics covered were such as sales leadership, sales management, sales processes, Mobilink sales model, use and application of sales tools, and targets management.
The second program designed to address the needs of newly hired graduates as its business development officers across the nation. The 400 plus BDO's were trained basic sales skills to customer expectations management to key account management skills.
Collective areas of actualization for the delegates were :
. Recognize the differences between needs and wants and identify rational and emotive reasons to purchase.
. Recognize the different motivations behind what makes the customer's buying decisions.
. Approach individual prospects without triggering any defensive barriers they may have against being sold to.
. Ask questions, listen and discuss with individuals rather than "telling."
. Calculate the activity ratios needed to create prospects before they can even start to sell successfully.
. Improve their appointment setting success on the phone.
. Appreciate benefits from the customer's point of view.
. Handle customer's objections/reluctance to purchase.
. Close and win orders with more confidence.
. Recognize how modern sales have developed and can be used in their own working environment to improve margins and profits.
. Apply a basic sales process to their own sales situation.
. Recognize the need to understand the decision making process.
. Qualify, approach and assess new business prospects.
. Know how they match up to the personal attributes necessary to be successful in selling.
. Project a confident manner within and outside Mobilink
The participants of the training programme were awarded a course completion certificate of competence at a graduation ceremony which will be held after the completion of the training programme. The certificates were issued by Global Management Consultants in conjunction with Mobilink.
The training was successfully delivered by Saira Akbar, Ayesha Tahir Masood, Susan Wei and Mahreen Qazi, from Global's training faculty based in both UAE and Pakistan.
- Ends -
About Global Management Consultants:
Regional consultancy firm based out of Dubai, Global Management Consultants provides outsourcing services to companies in the area such as HR consulting, Recruitment services, HR Solutions and Software, and training and development in leadership, customer services and training set ups. Global has its set up in the UAE, KSA, and Pakistan.
For more information, please contact:
Mahreen Qazi - Senior Partner
Global Management Consultants
Email: mahreen@global-dubai.com
Tel: (971-4) 331-7789
© Press Release 2008
