No matter what product or service you represent, there are powerful strategies that will help you become a top-producing sales person. Gain a better understanding of the importance of the sales function and learn new skills in relationship management, prospecting, customer management, and delivering a compelling sales presentation. Move yourself or your sales team to increased success.
CEUs/ILUs: 1.6
Length (in hours): 16
Price in USD $195.00
Price in CAD $265.00
Agenda
Unit 1
Sales and Relationship Management
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Describe career opportunities in sales
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Discuss the role of sales in business
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Demonstrate elements of successful selling
Unit 2
Prospecting and Customer Management
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Establish product strategy
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Illustrate and integrate customer strategy into sales strategy
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Target market segmentation, database marketing, customer decision-making
Unit 3
Product/Service Features and Benefits
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Differences between features and benefits
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Product differentiation and product placement
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Perception
Unit 4
The Sales Presentation
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Plan, customize and conduct a sales presentation
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Handling objections; opening and closing techniques
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Servicing a sale and the use of negotiation