Bespoke Sales Training Endorsed by the ISMM


Bespoke Sales Training Endorsed by the ISMM - 14-Jan-2014

The Volkswagen Group is the world’s third largest manufacturer of motor vehicles.  Based from its’ UK headquarters in Milton Keynes, it controls the onward product distribution, marketing and product support for its network of dealers across all key brands of Volkswagen, Audi, SEAT, Skoda and Volkswagen Commercial Vehicles.

Vigour have been a supplier to the group since 2005.

Working closely with key stakeholders within the group, Vigour designed the Professional Field Force Award (PFFA) Programme. A 6 day programme, delivered over a period of around 5 months, the programme has been endorsed by the ISMM based upon its’ quality and the standard of the facilitators involved.

Key areas covered include:-

  • Managing the customer relationship
  • Developing business empathy – truly understanding your customer
  • How businesses make decisions – the decision making unit (DMU)
  • The account planning process
  • Effective call preparation
  • Advanced questioning techniques
  • Building customer rapport (based around Thomas International Profiling)
  • Compelling sales presentations
  • Gaining commitment
  • Negotiation scenario planning
  • Negotiation meeting skills and approach

Following the completion of 3 written assignments and a final presentation during which they shared their success, delegates are rewarded with the ISMM Professional Field Force Award.

A review of delegate feedback forms revealed an average score of 4.92 out of a possible 5 for “Trainer Performance”. The trainer performance score consists of knowledge of the subject, communication skills, responsiveness to participants’ needs and variety and interest.

The board of management at Volkswagen Group UK highlighted the importance of the programme by making it mandatory for all field based staff.


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