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Chapter One Sample
Course Discription
We asked Paul to present to us, in a seminar format, his Sales Training and Cold Calling program. Paul's conduct with our company has always been above reproach and I recommend him, and his services, to you without qualifications.
Jack Foster, CTR Inc. |
This course is intended for entry-level sales representatives, account managers, sales managers,
and others with customer contact who want to acquire effective selling strategies and to
manage customer relationships productively.
The sales process is a core business function that is common to all types of organizations and
enterprises. All organizations benefit from a productive sales force because sales generate the
revenue that improves the bottom line.
This course will help you build your selling skills at each step in the sales process:
Preparing to sell
Conducting the sale
Customer following up
You'll start by enhancing your own product and customer knowledge, move through a sales call
and closing, and finish the cycle by planning for even more future business.
By improving your sales technique, you can increase your value to your company no matter
what your role in the sales process
Purpose - Objectives
In this course, you will identify the basics of effective selling.
To undestand the career opportunities available in selling and releted fields
To understand and appreciate the importance of developing a relationship strategey
To appreciate the need to develop a product stategey
To understand the basic theriories that relate to human motivation, and how they relate to developing a customer startegey
To understand and apply presentation selling strategies
To understand the basic strategies to relate to management of self and others
To develop the computer skills necessary to automate the day to day tasks of todays sales people
To intergrate the students knowlege of the marketing concept, stregic planning, finacial analysis and othe managerial skills into contempoary selling practices.
To better understand the issues involved in pubic policy aimed towards sales and selling
Computer
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Attendence
You must have internet access
You must have an e-mail account
Assignments are electrocically Distributed
Grades are available only on through the web
Table of contents
1. Course Description
2. The Sales Process
3. Hermeneutics
4. Product Knowlege
5. Qualifying Prospects
6. Planning Your Activity
7. Youe First Day In The Field
8. Reviewing Your First Day
9. It's That Easy
10. How To Find Qualified Prospects
11. How To Approach Them
12. How To Build Rapport
13. How To Qualify Them
14. How To Make A Presentation
15. Closing The Sale
16. Answering The Objections
17. Finally! Close The Sale
18. Measuring Your Performance
19. Forecasring Future Sales
20. Finding Your Selling Style
21. Preparing For Success In Selling
22. The Pre-Approach And Telephone Techniques
23. Approching The Prospect
24. Asking Question And Listening
25. Preparing For An Effective Presentation
26. Building Relationships With Total Customer Service
27. Personal Organization And Management
28. Sales Management
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