1. 1
Munich Business Training
Thetrainingcompany
MBT-A003-en-07.2015
SALES MANAGER INTENSIVE TRAINING COURSE
COMPETENT, EFFICIENT, SUCCESSFUL
The Sales Manager Intensive Training Course
is a modular educational concept.
Based on your specific needs, modules can be
selected and tailored to group training sessions,
one- to-one coaching, and active, role-play-fo-
cused training as 1- or 2-day training courses.
We customize each training course to meet your
sales manager’s specific needs.
The main aim is to equip your sales managers
with a clearly customer-focused working style,
thus paving the way to success and effectiveness.
This clear goal will be reached through a unique
and targeted questioning technique, improving
the sales manager’s ability to recognize his cus-
tomer’s situation and environment. Knowing the
customer’s needs and demands is key and the
presence of either problem-focused needs or
solution-oriented needs can be clearly identi-
fied with this technique. To ensure an optimal per-
formance review and outcome, we recommend a
field day with the coach.
SALES MANAGER INTENSIVE TRAINING
COURSE - 1 DAY (CRASH WORKSHOP)
This 1-day workshop involves gaining a thorough
grounding in the essential knowledge a sales
manager needs to have. The major topics and
issues of this one-day training course are the fol-
lowing:
„„ Sales cycle, acquisition strategy and custo-
mer segmentation
„„ Successful first customer contact
„„ Being authentic
„„ Body language, confident and credible appea-
rance (King’s play)
„„ Understanding customer needs and using
them for your line of argument (understan-
ding needs and questioning techniques)
„„ Successful pitching
„„ Building up and strengthening customer
relations
SALES MANAGER INTENSIVE TRAINING
COURSE - 2 DAYS (INTENSIVE WORK-
SHOP)
In addition to the 1-day training course, the Inten-
sive Workshop deepens the knowledge learned
and trained during the course. Furthermore, this
training course includes role play aimed at training
and testing the questioning techniques learned,
and the level of understanding of the customer
needs.
The second day of this training course is dedi-
cated to active participation and includes diverse
role play and tests. The role play follows a defined
script to ensure that the participants apply the
techniques learned.
The major topics and issues of this Intensive
Workshop are:
„„ The sales cycle, acquisition strategy and
customer segmentation
„„ Successful first customer contact
„„ Being authentic
„„ Body language, confident and credible appea-
rance (King’s play)
„„ Understanding customer needs and how to
use them for your line of argument (under-
standing needs and questioning techniques)
„„ Successful pitching
„„ How to build up and strengthen your custo-
mer relations
„„ Interrupting smartly
„„ How to service your most important custo-
mers

2. 2
Munich Business Training
Thetrainingcompany
MBT-A003-en-07.2015
SALES MANAGER INTENSIVE TRAINING COURSE
COMPETENT, EFFICIENT, SUCCESSFUL
„„ Repetition sessions for the questioning
techniques and needs recognition
„„ Targeted role play
In both workshops, success and transfer of
knowledge are measured through written tests
and exercises.
A feedback discussion takes place after each
role play, either within the role play team, or in the
whole workshop group, according to the prefer-
ences of the participant group. Implementation
of questioning techniques are monitored during
the role play in order to assess the learning curve.
At the end of the workshop, each newcomer will
be able to begin his career as a Sales Manager
confidently and fully motivated, equipped with a
solid tool box and the relevant techniques.
The experienced sales manager will benefit
from the clear, focused, questioning techniques
which allow him to recognize the different cus-
tomer needs, problem-focused needs or solu-
tion- oriented needs (status questions, difficulty
questions, impact questions, benefit questions).
All these questions can be adapted by the sales
manager and then integrated into his existing
sales toolbox. That way, he can shift step-by-step
from the classic sales style to a more successful
solution and customer-oriented sales approach.
SALES MANAGER CONTROL OF SUC-
CESS - 1 DAY - FIELD DAY
Following the Sales Manager Intensive Training
Course, a field day with the trainer facilitates the
assessment of the implementation of the most
relevant tools and techniques.
The customer field day includes a pre-briefing
with a clearly-defined target for the day. In addi-
tion, pre-briefings with the sales manager take
place before each customer visit and a feedback
conversation is arranged after each customer
meeting, where further action points and a target-
ed follow-up are discussed.
INTENSIVE ONE-TO-ONE COACHING
If there is a specific need with respect to coach-
ing which involves a higher expenditure of time,
we would be happy to assist. For this very spe-
cific one-to-one coaching, we plan a tailor-made
training and coaching plan together with the su-
pervisor or senior-in-charge.
This Includes, besides pre-briefings, feedback
talks and specific training sessions - embedded
in the employee’s working day.
If there are serious challenges to be overcome,
we arrange the briefing sessions together with
the supervisor or senior-in-charge, which would
support the positive development of the employ-
ee. In these sessions, we can verify if it is a case
of a lack of self-confidence, lack of knowledge or
simply a case of reluctance.
During the intensive one-to-one coaching, we
communicate and share status reports, and at
the end, a final report is provided to the supervi-
sor and employee. These status and final reports
are discussed with the superior to ensure the best
possible progress and outcome of the intensive
one-to -one coaching for the employee and com-
pany.

3. 3
Munich Business Training
Thetrainingcompany
MBT-A003-en-07.2015
SALES MANAGER INTENSIVE TRAINING COURSE
COMPETENT, EFFICIENT, SUCCESSFUL
EXAMPLE SLIDES
CUSTOMER TESTIMONIALS:
“This is the right training course needed if you want to work in sales...”
Lutz Krause, Head of Commercial Effectiveness & CRM/Sales Effectiveness Manager, Baxter Germany
GmbH
“The Sales Manager Intensive Training Course was for me a very interactive and motivating training course.
Well-targeted role play made it very dynamic and in line with real practice”
Johann Tillmann, Managing Director Marketing and Sales, Dynamify GmbH

4. 4
TRAINER
Marc Wenn, Senior Consultant, Munich Business
Services GmbH, Germany
VENUE
Munich Business Services GmbH
Feringastrasse 9a
85774 Unterfoehring, Germany
Alternatively, all training courses can be ar-
ranged worldwide in-house or at a venue close
to your office.
PARTICIPANTS
For a group training course, we recommend a
minimum number of three to four participants.
In addition, one-to-one training courses can be
arranged on request.
TRAINING FEE PER PARTICIPANT
2-day Intensive Training Course 1.300 €
1-day Crash Workshop 850 €
1-day Sales Manager Control of Success -
Field Day 1.100 €
Intensive One-to-One Coaching Price on request
For group training courses with more than 6 par-
ticipants, a special price package is offered de-
pending on the number of participants booked.
Munich Business Training
Thetrainingcompany
MBT-A003-en-07.2015
MUNICH BUSINESS TRAINING
a service of
Munich Business Services GmbH
Feringastrasse 9a
85774 Unterföhring
Tel. +49 89 4141 426-80
Fax +49 89 4141 426-40
info@munich-training.de
www.munich-training.de
SALES MANAGER INTENSIVE TRAINING COURSE
COMPETENT, EFFICIENT, SUCCESSFUL