The Introduction to Sales Course is comprised of 8 comprehensive lessons. An optional course containing additional lessons and its own textbook, Consumer Behavior, is available at no extra charge. 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.
Lesson 1: Developing a Personal Selling Philosophy for the New Economy
Personal selling in the age of information; consultative selling; strategic selling; partnering; value creation; employment settings in selling today; learning to sell.
Lesson 2: Developing a Relationship Strategy
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.
Lesson 3: Developing a Product Strategy
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.
Lesson 4: Developing a Customer Strategy
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.
Lesson 5: The Consultative Sales Presentation
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.
Lesson 6: The Sales Demonstration; Negotiating Buyer Concerns
Importance of the sales demonstration; planning demonstrations that add valu; proof devices for effective demonstrations; buyer concerns and problems; strategies for negotiating buyer concerns.
Lesson 7: Closing and Servicing the Sale
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.
Lesson 8: Managing Yourself, Managing Communications and Managing the Sales Force
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.
Ready to enroll in an Introduction to Sales Course? Enroll Now or call 1-800-957-5412 to speak with an Admission Advisor!
