The perspective on the service business has changed through customers demanding improved service and value for money. The service aspect of businesses is now proving to be an exciting area of opportunity.
Still there are companies that are not focusing on services, why? Perhaps it is the intangible nature of services – something that cannot be touched? The Service Sales Management Course focuses on how to overcome the challenge of the ‘intangibilities’ of service and provides a guide to increase service revenues.
Objectives
- Manage the service sales process
- Build up service sales capabilities
- Cooperate between sales and service departments
- Optimise service sales enabling the service department to become a profit centre
Main topics
- Solution Selling - 90% of customers are not actively looking for a solution because they are not aware of the problem or simply ignore it
- Service Sales Process - To effectively sell services, you need to solve the customers’ problem
- Service Sales Management - Improving the effectiveness of your sales force
- Service sales and service marketing - Integrating service sales with service marketing will improve the effectiveness of both
Who should attend
Service Sales Managers and Service Managers that operate in B2B organisations focusing on technology services and want to create a deeper understanding in the mechanisms of service sales.
Approach
The course exists of four training days, one closing day and one come back session.
During the course each participant will prepare case studies and a project. This project is based on the newly acquired knowledge and has to be presented during the closing day. This project has to be executed and will be coached by the faculty. Results of the projects will be evaluated during the come back session.
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