Management Development
What to expect
The Management Development module is for Sales Managers only and consists of Webex training sessions and a sales management course, which includes a Sales Management Diploma for those who meet the required standards.
Dates
B-BBEE - The Basics
Webex: 12 July 2017
Dealing with Discipline in the workplace
Webex: 23 August 2017
Performance Management
Webex: 13 September 2017
Management Development Course Outline
B-BBBEE
B-BBBEE – The Basics
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Understanding BEE from a layman’s perspective.
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Overview of B-BBEE.
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Unpacking each element.
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Difference between Employment Equity and B-BBEE Equity.
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Practical and cost efficient B-BBEE strategies.
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Empowering Supplier – what is this?
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Understanding your supplier’s certificates.
DEALING WITH DISCIPLINE
Dealing with Discipline in the Workplace
Misconduct in the workplace is not something any employer wants to have to deal with. Such activity results in animosity and hostility amongst employers and employees throughout and entire organisation if not properly managed.
Where allegations of possible misconduct in the workplace surface, such occurrences require strict and consistent attention, so as to ensure the right precedent is set.
PERFORMANCE
MANAGEMENT
Performance management makes up a significant part of every manager's job, and this means managers must deal with poor performance. Managers often view this as one of the less desirable responsibilities that come with the job because too often our perception of managing poor performance is clouded by thoughts of tense, uncomfortable situations that may result in finger pointing, anger and denial.
Overview
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Identify what behaviour is causing the employee to underperform
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Confront their poor performance
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Following the right process
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Providing the right ongoing feedback
Diploma in Sales Management
What to expect
How it works
This diploma is done via www.alison.com. You have 12 months to complete the diploma.
If you qualify to do the diploma, the Learning and Development team will contact you with everything you need to know.
The Diploma in Sales Management details information about the principles, practices and tools involved in the selling process. The course introduces the role of sales in everyday life. . Delegates will get to understand the role and influence, Internet-based tools, such as forums, and social networks play in the modern day sales process
Customer relationship management tools and how they are used to organise a customer's interaction, along with adaptive selling will be unpacked and explained.
The role of ethics in sales and business is critical and will be explained in detail.
You will learn about the application of ethical behaviour in a business environment and how ethical businesses abide by laws and appropriate regulations. The main factors in relation to customer prospecting are covered in detail. You will learn about the tools used, such as direct marketing and cold calling, as well as the pre-approach, a critical step that helps you earn the customer’s trust.
You will learn about the sales approach and the six Cs, which will help you make a good impression when you contact your prospect, as well as techniques like preparation, research, establishing credibility and customisation of the sales approach to the individual customer. You will gain an understanding of the main types of objections that you may encounter in sales and the six strategies that can help you handle virtually any objection. You will also learn about the process for preparing your sales presentation, how you can stay focused on the outcome and how to adapt your presentation to your prospect’s needs. Finally, you are introduced to entrepreneurial selling, and how to research the viability of a business idea by identifying the size of the market to determine if the idea is compelling enough to meet a need.
