During the period July-December 2015 Sfera Business organizes new sessions of open programs, as follows:
- “Negotiation in FMCG with IKA stores” (edition no. 2 and 3) – July 28, 2015, respectively, September 3, Bucharest;
- “Team Management” (edition no. 8) – July 29-30, 2015, Bucharest;
- “Negotiation and Influence” (edition no. 2) – 26-27 August 2015, Bucharest;
- “Techniques in Consultative Sale” (edition no. 1 and 2) – September 24-25, respectively, November 19-20, 2015, Bucharest;
- “Organizare.Productivitate. Time Management ”(edition no.1) – October 15-16, 2015;
- “Performance Coaching” (edition no. 1) – October 26-27, 2015;
- “Remote Management – how the team leads in the territory” (edition no.1) – October 28-29, 2015;
- “Sales Team Management” (edition no. 1) – December 7-8, 2015.
Negotiation in FMCG with IKA stores – Catalin Stancu, July 28 and September 03, 2015, Bucharest
In most FMCG companies, the sale process to the IKA networks is divided. On one hand, the negotiation of commercial conditions, promotions, special actions, listings of articles, which take place at the headquarters of the procurement centers and which in very rare situations involve the participation of colleagues in the respective field and in stores.
The latter have an essential role in carrying out a profitable business activity with the IKA client. Some organizations have complex structures of “Field Implementation”, others have specialists who work with their colleagues who deal with territorial sales in TT and IKA, and others have simply transferred this responsibility to TT area managers.
The workshop deals specifically with the negotiation at the level of the stores and how we can maximize the results in implementation.
Team Management – July 29-30, 2015, Bucharest
The role of manager can be extremely demanding. For most people, the skills needed to lead a team do not come naturally, meaning that they must be learned and applied systematically, until they are adopted.
The course has the advantage of using both effective teaching methods to maximize the transfer of knowledge and skills, as well as the management expertise of the facilitator. Already at the eighth edition, it has appreciation from the participants (which you can find in the testimonial section on the dedicated page), and the materials are continuously improved.
More than 40% of the time is devoted to games and case studies, elements that ensure maximum interactivity. It is addressed to both team managers and high-potential employees in companies, who need to structure management knowledge.
Negotiation and Influence – Catalin Stancu, August 26-27, 2015, Bucharest
Due to the pressures that the economic environment and the fierce competition put on the clients, many of the contracts that the Sellers conclude have a low profitability. Although they are glad that they have managed to complete the sale, they often see their own company in the situation of diminishing their profit or, worse, of making compromises that can be set up in real unfavorable precedents.
To know how to modify the commercial proposal so as to preserve the profitability of the initial offer is a true art. This course prepares the participants, with the necessary skills for negotiation. It covers the basic principles of negotiation, positioning the negotiation in the context of sales, the techniques and tactics of the clients in negotiation, as well as preparing the negotiation variants to obtain the most profitable deals.
Techniques in Consultative Sale – Catalin Stancu, September 24-25 and November 19-20, 2015
The economic reality in which we operate has changed dramatically in recent years. The competition is increasingly aggressive, in a market where price seems to play an increasingly important role.
And yet, there will always be key elements that will make the difference between a mediocre seller and one with permanently exceptional results. Knowing the steps of the sales processes, the techniques to be used in special situations, the increase of communication and relationship skills with our clients and many other topics will be discussed together with an expert in the field of transactional and advisory sales.
Getting the most out of the resources available has become one of the basic rules for today’s business environment.
This is a seminar that brings together both fundamental concepts for maximizing sales results, as well as relevant examples and case studies from the facilitator’s experience.
Organization. Productivity. Time Management – Catalin Stancu, October 15-16, 2015
The pressure we have to face sometimes becomes very difficult to bear. The projects we participate in, the short deadlines, the delayed tasks, the hours spent over the program, these and many others can lead to productivity bottlenecks. Sometimes we get caught up in the value of the activities that we must consciously shake off.
The daily concerns are only the short-term projection of the objectives, professional and personal. And once aware of this it is much easier for us to understand how to prioritize. What drives me closer to meeting my goals? What activities are important in this context? Does the principle also apply in personal life?
We all want to “save time”. To be more efficient in professional roles, to be more relaxed and to spend more time with loved ones. This seminar can be revealing through the tools that are easy to use and with immediate applicability.
Performance Coaching – Sorin Feroiu, October 26-27, 2015
The workshop deals with a range of topics on coaching principles for performance and covers discussion areas such as:
- introduction to coaching;
- behavior change;
- what determines job performance;
- preparation for coaching;
- observing performance;
- establishing the diagnosis;
- the structure of a coaching conversation;
- active listening techniques;
- numerous methods of addressing the questions;
- offering feedback and recognizing the merits.
The course is loaded with exercises, scenarios and case studies with models of coaching discussions. Participants will go through numerous individual and group exercises to acquire the art of addressing the right questions and to get the commitment and involvement of the team members in improving the job performance.
“Remote Management – how to lead a team in the territory” – Catalin Stancu, October 28-29, 2015
Most of the members of a sales team, in FMCG and beyond, operate in another locality than the one in which the company headquarters are located. The results are rarely seen, at one to three months, at the meetings in the country, the results are analyzed and plans are made for the following periods. Most of the time is spent in the car (most likely talking on the phone). The suffocating organizational skills based on an office and a fixed work schedule do not apply to them, they have a high degree of independence in organizing their own activities and obtaining results.
In this particular context, the style in which the manager coordinates his team is capital. The seminar has a special mix of instruments with immediate applicability, case studies and concrete examples from the experience of over 15 years in the management of sales teams of the facilitator.
“Sales Team Management” – Catalin Stancu, 07-08 December 2015
In December we will launch the seminar dedicated to the management of sales teams, after a hard work of preparing a completely special material. We say this because from the many years of experience of the team members in coordinating the sales teams, we extracted the substance, ie the key points that a manager must reach in order to maximize the performance of his team. That’s about it.
Setting and transmitting goals, defining performance indicators and their pursuit, motivation, personal and professional development of team members, these and many others are subordinated to a fundamental result: maximizing company results.
An absolutely revealing seminar full of concrete working tools and highly effective case studies for a totally special learning experience.