Intro to Sales
The Introduction to Sales Course is comprised of 8 comprehensive lessons. Everything is easy to follow, yet challenging and stimulating at the same time. Each lesson begins with a subject matter preview and objectives, an introductory note from your instructor and a vocabulary builder of new words and terms.
Next comes the reading assignment. Practice exercises help you check and review what you've learned. At the end of the lesson is an open-book exam, which you may take online.
Personal selling in the age of information; consultative selling; strategic selling; partnering; value creation; employment settings in selling today; learning to sell.
Developing a relationship strategy; thought processes that enhance your relationship strategy; nonverbal strategies; conversational strategies; making ethical decisions; a personal code of ethics that adds value.
Creating product solutions; becoming a product expert; know your company; know your competition; sources of product information; feature-benefit strategy; product positioning; adding value – a future perspective.
Developing a customer strategy; complex nature of customer behavior; buying motives; how customers make buying decisions; prospecting; sources of prospects; qualifying the prospect; organizing prospect information; sales forecasting.
Developing the presentation strategy; planning the preapproach; the six-step presentation plan; the approach; consultative sales; need discovery and satisfaction; product selection; creating a persuasive presentation strategy that adds value.
Importance of the sales demonstration; planning demonstrations that add valu; proof devices for effective demonstrations; buyer concerns and problems; strategies for negotiating buyer concerns.
Closing the sales, yesterday and today; guidelines for closing the sale; confirming the partnership when the buyer says yes; building and strengthening partnerships with customer service; partnering with an unhappy customer.