Sharpen Efficient Sales Techniques by Learning "Value Selling" Concept
Sharpen Efficient Sales Techniques by Learning the Value Selling Concept
Subject Company and Background
A materials manufacturing company.
Though this company is facing severe market competition, top management is ordering a huge sales increase and dramatic cuts in manpower.
Some sales representatives seem to take a long time in following up with clients who are not currently profitable for the company. Further, the representatives tend to devote an equal amount of energy to all requests from their clients, and wind up spending too much time on these activities. Consequently, their work hours are increasing, but revenue is not.

Company Issue
The company would like the sales representatives to review their sales activities, and implement a more efficient approach to satisfying their clients’ needs. Just as important, the company expects participants to polish their communication and negotiation skills.

Subject Employees and Headcount
Junior and mid-level sales representatives who have the potential to be leaders in the near future. Total, 40 members. The training session was held in two classes.

Program Content
Pre-Assignment (Account analysis)
Attendants are asked to fill in a worksheet, analyzing their major key accounts along with the approach they are now taking.
Phase 1: Acquire Value Selling and Key Account Management Skills
As the attendants bring their pre-assignment analysis of their clients to the seminar, they are mentally preparing themselves for what they are about to learn. Attendees will share their assignments with others as training progresses and receive feedback. This exercise will help them realize that the troubles they face are similar to those their colleagues are experiencing. By sharing their knowledge and understanding with each other, problem-solving will become easier. After sharing their challenges and opinions, participants will attend the “Value Selling” and “Key Account Management” courses. By successfully completing these courses, the attendees will gain the knowledge and skill to sell their products by adding value to them -- not by cutting prices.
Phase 2: Acquire Negotiation Skills
Attendees will study AMA’s “Negotiation Skills” program. Here, they will review several case studies created by the company’s HR department and AMA. These cases are completely customized for the company, so attendees will be able to discuss realistic situations that might occur in their daily activities.
Effects of the Training

  • Attendees have come to realize that their sales activities have not been customer-oriented, but relatively self-centered and actually working against the goals of the company.
  • Attendees learn how best to focus on their targeted client, how to share information among themselves and how, eventually, to reduce their working time. As a result, they have mastered an effective way to perform their sales activities with greater efficiency.
  • Useless work has been reduced.
For more information, contact us at:
03-5786-3800 info@amajapan.co.jp