Individual and InCompany Training


Commercial Directors, Sales Managers and Salespeople who need to improve their sales management techniques.


Learn sales team management techniques aimed at a specific market, in order to improve the percentage of customer acquisition and loyalty.


  • Analyze sales plans as a commercial strategy of the marketing plan.
  • Learn tools for attracting, keeping and maintaining customers/consumers in a defined market.
  • Learn how to work with objectives and set sales targets.
  • Study basic sales management to achieve objectives.
  • Analyse the means of controlling and monitoring sales.


  • Theoretical presentations are combined with practical ones, so that the application of theory and its results can be seen.
  • The practical cases or other contents of the programme can become opinion forums or discussion centres in which the opinions of the participants are contrasted.
  • Group work and dynamics that encourage teamwork and interaction.


  • The marketing plan and commercial strategy.
  • The personal sale within the commercial strategy.
  • The conquest of an available market.
  • Searching for and attracting available customers.
  • Work and loyalty of customers who buy.
  • Maintaining and developing loyal customers.

Estrategias y Objetivos de Ventas

  • Management and sales strategies. The three dimensions of sales management.
  • The number of contacts with customers.
  • The direction of sales, customer and product work.
  • Customer classification.
  • The sales objectives. The difference between forecasts and objectives.
  • Business objectives, performance objectives and development objectives.
  • The different strategies and tactics for customer visits/contact.
  • Difference between selling, negotiating and buying. What is selling? What is negotiating? What is buying? From a commercial point of view.
  • The strategies for customer loyalty (CRM).

Sales Control and Monitoring

  • The concept of control and monitoring within the sales plan.
  • The performance standards. The Sales Director's scorecard.
  • The follow-up of visits as a means of control. The accompanied visit with the salespeople.
  • Reports and meetings as a means of control.