SMART Capability Building Workshop 40: Salesforce Productivity

2016 Nov 07, Monday

2016 Nov 07, Monday

SMART Centre, Level 2, PSDC Building

SMEs in Penang are equipped with robust supply chain with world class capabilities across various supporting industry such as precision engineering, tools & dies making, contract manufacturers of electronic components, machinery and equipments, automation and many more. While SMEs have their own area of expertise in producing quality products, many still face challenges to sell their products, either via their own direct salesforce or a resale distribution network.  

The workshop will be divided into 2 areas of briefing.  The first will be focusing on the salespersons selling process: targeting the right customers, planning the sales call, executing required steps during the sales call, follow up to the sales call. Salesperson recordkeeping and the role of the Sales Manager will also be addressed.

While the second part of the briefing will be on locating, evaluating, launching then developing resellers in a distribution network.  Helping to ensure that those selected will properly represent your product, and increase the likelihood that you will succeed together.

 Join us in this insightful workshop which will:

  • Provide the processes and tools to achieve salesforce success, whether through a direct salesforce, a resale network, or a combination of both. 
  • Review tools and checklists that are practical and can be implemented quickly.

Featured Speaker - Pete Brunoehler
is the Managing Partner Southeast Asia for AMark Consulting Sdn Bhd.  Pete started his career in his native USA, then moved on to Asia, beginning in Hong Kong in 1993.  Nearly 24 years now in Asia, he has held VP/GM roles responsible for SEA as well as numerous country organizations for Stanley Black and Decker, Hilti, and NCH Chemical Co.  He recently moved from MNC life into Management Consulting, bringing world-class sales/sales management best practices to Malaysian companies. Pete is based here in Penang, he has lived in Malaysia for about 8 years overall.  Pete also writes a monthly Managing In Malaysia column for a local magazine.

Presentation outline

1. Direct Sales Process and Tools
  • Sales Call Targets
  • Sales Call Planning
  • Sales Call Execution
  • Sales Call Follow Up
  • Recordkeeping
  • Sales Management
  • Small Group Discussions (time permitting)
2. Distribution Network Development Proces
  • Targeting Potential Resellers
  • Evaluating Potential Resellers
  • Launching Resellers
  • Developing Resellers
  • Small Group Discussions (time permitting)

8:30am – 9:00am – Registration/ Light refreshment
9:00am – 11:30am – Presentation Session
11.30am – 12:00pm – Q&A session
12:00pm – 12:30pm – End of Program/ Networking Coffee

  • Participation to the event is FREE.
  • All interested participants shall register online by completing the information required. As seats are limited, acceptance of registration will be on ‘first come first serve’ basis, and each company will be allocated maximum of 2 representatives only.
  • The registration shall close on 1 November 2016 (Tuesday).
  • For further enquiry and should you face any problem in online registration, please contact Krystle Khoo at or 04-640 9988.

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