Sales Foundations

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  Curs on-line
  6 ore
Predare in limba: Engleza
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Structura cursului

Introduction to Sales

  • distinguish between the roles of marketing and sales

 

  • match the key competencies to how they contribute to success in sales

 

  • recognize the effects recent sales trends have had on the buyer-seller relationship

 

  • recognize the differences between organizational and consumer buying

 

  • recognize the benefits of understanding consumer buying behavior

 

  • match stages of the sales cycle to examples

 

 

 

Strategic Sales Planning

  • determine whether the steps in analyzing the competition have been carried out appropriately

 

  • determine the effectiveness of a segment for a given scenario

 

  • determine whether the steps in writing a value proposition have been carried out correctly

 

  • recognize the importance of value propositions

 

  • sequence examples of the steps in the sales process

 

  • determine whether the steps in developing a sales strategy have been carried out correctly

 

 

 

Preparing for Successful Sales

  • identify the types of information that should be included in the development of a sales presentation

 

  • recognize appropriate use of the guidelines for delivering a sales presentation in a given scenario

 

  • describe how to prepare to negotiate

 

  • apply guidelines for how to effectively handle situations that may surface during a sales negotiation

 

  • counter common objections to a sales pitch with an appropriate response

 

  • recognize effective techniques for closing a sale

 

 

 

Developing Strong Customer Relationships

  • match types of customers to examples

 

  • recognize statements that explain what customers value

 

  • recognize examples of appropriate use of the guidelines for communicating effectively in a sales meeting

 

  • recognize effective techniques for establishing credibility

 

  • build credibility in sales meetings

 

 

 

Working within the Sales Culture of Your Organization

  • determine the sales culture of an organization

 

  • recognize examples of winning sales people

 

  • identify ways to develop personal accountability as a sales person

 

  • match common sales mistakes with ways to avoid them

 

  • match the sales management styles to how to work with each type

 

 

 

Developing a Customer-focused Sales Approach

  • define the term customer-focused selling

 

  • recognize examples of barriers to customer-focused selling

 

  • recognize examples of appropriate use of the principles of customer-focused selling

 

  • use a customer-focused sales approach

 

  • identify how CRM supports customer-focused sales

 

  • define the term customer relationship management (CRM)

 

 

 

Don't Only Go for the Big Fish

 

The Ethics of Gift Giving

 

Using Persuasion Techniques to Boost Sales

 

Initiating Discovery Meetings

 

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