Sales Management Training Course in Flushing, Queens, NY - Telecom Institute of New York

Prerequisite Courses:None

Length:60 hours

Module 1 : Intro to Retail Management

Unit 1: Introduction to Retail Management

a. Leadership in America
b. Information on Top leaders in USA history
c. Leadership in the Wireless Industry (Review Details of each and what makes them successful)
1. Denny Strigil
2. John Legere
3. Sundar Pichai
d. Understanding the Carrier’s Vision
e. Develop what each student thinks the carriers vision is?
f. The Store Location
g. What are the elements of the Store (Sales Floor, Office, back area, Inventory room, Security Rooms, Telco Room)

Unit 2: People Power

a. Understanding the importance of your people
b. Who are they?
c. Why is it important to understand your employees
d. Identify the Personalities of your employees
e. What are their backgrounds? (Conduct activity on personalities)
f. Cultures?
g. Demographics?
h. Details of who they are? (Family, friends, hobbies, etc.)
i. How do your employees want to be coached?
j. Utilize Elements of “How I want to be coached document”
k. Conduct exercise with students on this element
l. Identifying learning styles (Conduct activity on this)
l. Audio
l. Visual
l. kinesthetic

Module 2: Celebrating Successes

Unit 1: Celebrating Success

a. How to celebrate wins?
b. What does it mean to Motivate?
c. What does it mean to inspire?
d. Coaching
e. What is coaching?
f. What does coaching provide?
g. What are the elements of proper coaching?
h. What do you coaching? (On the spot, Formal)
i. What is PCS? (Praise, Concern, Suggestion)
j. What is positive reinforcement?
k. “All of them, 1 of you.”

Unit 2: Accountability

a. What are the elements of accountability? (Detail activity on accountability as a whole)
b. Steps of Accountability with detail explanation
c. Attendance
d. Operational Compliance
e. Behavioral
f. Performance

Unit 3: Understanding the Manager role

a. Facilitator
b. Leader
c. Guide
d. Teacher
e. Trainer

Unit 4: Delegation

a. What does it mean to delegate?
b. What do you delegate?
c. What does this allow you to be as a leader?
d. Merchandising and Marketing management
e. Merchandising and Marketing management
f. How do you identify gaps of marketing techniques?
g. How to merchandize?
h. Importance of carrier’s vision in marketing and merchandising

Unit 5: Results

a.How do you retain information and communicate to your teams on targets?
b. Why is it important to execute on results?
c. Target setting
d. What does it mean to forecast?
e. Train & Develop
f. Practicing Role Plays
g. How to follow-up on results?
h. How do you make adjustments? (Detail activity & example)
i. Celebrating successes & Coaching to Opportunities
j. What are appraisals/evaluations of employees?
k. How do you determine how to conduct appraisals?
l. What are appraisals/evaluations of employees?
m. Why is it important to do?
n. When should you update them?
o. How do you get your employees involved?

Module 3: Career Development

Unit 1: Career Development

a. Why is it important to know your growth plan?
b. How do you ensure you know your people’s growth plan? (To give them a reason to strive for?)
c. How do you uncover your employees next steps in development?
c. How do have honest & realistic conversations with your employee

Unit 2: Interview Preparation

a. Prepare the resume and cover letter
b. Able to search jobs online
c. Ready to face the interview

Telecom Institute of New York

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