Module I - IDENTIFYING CUSTOMERS' NEEDS
Duration : 2 weeks
Fee : $75
Week 1
BUYING BEHAVIOR
o Discussion - Personal Selling
o Categories of Buyers
o Influencing Factors
o Types of Buying Behavior
IDENTIFYING CUSTOMER'S NEEDS
o Levels of Needs
o Emotional Bias
o Resources Available
o EXERCISE - CALL PLANNING
Week 2
SELLING APPROACHES
o Existing Products
o New Products
o Services
o EXERCISE - CALL PREPARATION
o EXERCISE - SALES CALL PLANNER
Module II - MATCHING & PROVING BENEFITS
Duration : 2 weeks
Fee : $75
Week 1
PROBLEM-SOLVING SELLING
o Investigative Techniques
o Benefits vs Features
o Matching Benefits
o EXERCISE - MATCHING BENEFITS
MARKETING OF SERVICES
o Unique Features
o Managing Tangibles
o Special Problems
INDUSTRIAL SELLING
o Key Market Players
o Major Influences
o Buyphases in Purchase Decision
o EXERCISE - CREATING A NEED
Week 2
OPENING A SALES CALL
o Building Rapport
o Questioning Techniques
o Establishing Priorities
SELECTING, PRESENTING & PROVING BENEFITS
o Making Ideas Attractive
o Making Ideas Convincing
o Using Third Party References
o EXERCISE - SOURCES OF BENEFITS
Module III - CLOSING A SALE
Duration : 2 weeks
Fee : $75
Week 1
OVERCOMING BUYER'S RESISTANCE
o Building Rapport
o Dangers of Overselling
o Handling Objections
o EXERCISE - RESTATING OBJECTIONS AS
QUESTIONS
CLOSING A SALE
o Monitoring Feedback
o Closing Techniques
o Follow-Up
o EXERCISE - CONVERTING BUYING SIGNALS
Week 2
MAKING AN EFFECTIVE PRESENTATION
o Key Pre-Requisites
o Creating an Impact
o Use of References
DISCUSSION - WHAT MAKES AN EFFECTIVEPRESENTATION
Module IV - MANAGING A SALES FORCE
Duration : 2 weeks
Fee : $75
Week 1
TIME & TERRITORY MANAGEMENT
o Prospecting
o Call Planning
o Managing a Major Account
o EXERCISE - HOW MANY SALESMEN DO WE NEED?
AUDITING SALES FORCE PRODUCTIVITY
o Diagnostic Performance Standards
o Impact of Technology
o Productivity Measures
o DISCUSSION - CHECKLIST FOR AUDITING
PRODUCTIVITY
(Handout will be emailed to participants after the Discussion)
Week 2
KEY SUCCESS FACTORS
o Active Listening
o Interpersonal Skills
o Positive Attitude
o DISCUSSION - DIAGNOSTIC PERFORMANCE STANDARDS
(Handout will be emailed to participants after the Discussion)
Please click on the following links for further information : -
- Cyber Learning - A New Paradigm in Self Development
- WRITTEN REFERENCES
- Course Overview
- Sample Assignment - Handling Objections
- Workshop Leader's Profile
- Workshop Registration
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Other Sites
" Working SMART " Newsletter
** Finance for Non-Financial Managers ** Finance for Non-Financial Managers - references ** Where have All the Profits Gone ? ** Financial Analysis for Non-Financial Managers **
Effective Selling Skills ** Effective Selling Skills - references **
Improving Managerial Effectiveness **
Effective Problem-Solving & Decision-Making **
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