Introduction to Sales Course Outline

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.

Time and territory management; managing records, stress and selling relationships; communication-style model, bias and flexibility; sales management functions; recruiting and selecting salespeople; orientation and training; motivation; compensations plans; assessing sales force productivity.