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Buyer Training Programs
From Serebra Learning Corporation
Closing Executive-level Sales Simulation
 You are a regional account executive with DME Corporation, a national direct mail service provider. Your company recently made a large investment toward the goal of becoming a "one-stop" shop and now offers fulfillment services. You are responsible for selling these new services to your existing client base, as well as prospecting for new accounts. You have previously identified, researched, and more...Sales Seller Behaviors
  The Selling Process: Seller Behaviors, is the first of sixteen courses in this curriculum. After the completion of this course you will be able to identify the basic criteria for success in sales and identify the seven seller behaviors in buyer-focused selling. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line more...Sales Buyer Behaviors
...Buyers Behaviors, is the second of sixteen courses in this curriculum. After the completion of this course you will be able to identify the criteria that influence buying decisions and identify the seven typical buyer behaviors in a sales interaction. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line results. more...Sales Buyer-Focused Selling
...Buyer-Focused Selling, is the third of sixteen courses in this curriculum. After the completion of this course you will be able to respond effectively to buyers at each stage of a sales interaction and identify categories of buyer needs. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line results. New and more...Sales The Selling Cycle
The Selling Process: The Selling Cycle, is the fourth of sixteen courses in this curriculum. After the completion of this course you will be able to list the steps in the selling cycle, match the steps in the selling cycle to the buyer-focused selling model, calculate the key ratios in the selling cycle, and analyze the key ratios in the selling cycle. The PrimeSales curriculum engages sales more...Sales Written Communications
...ulum. Writing a good sales proposal helps to convince the buyer of the Seller's merits and of the benefits of buying from him or her. Written Communications highlights the reasons for and benefits of writing a sales proposal. sellers become familiar with the twelve components that constitute a good proposal, as well as the guidelines for developing written communication that is clear, more...Sales Probing and Questioning
Starting the Sale: Probing and Questioning, is the twelfth of sixteen courses in this curriculum. After the completion of this course you will be able to distinguish between open and closed questions, and develop buyer needs using the four question types. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line more...Sales Presenting Solutions
Concluding the Sale: Presenting Solutions, is the thirteenth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the differences between features, advantages and benefits, and present a solution to a buyer. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line more...Sales Buyer Reactions
...Buyer Reactions, is the fifteenth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the steps involved in supporting a favorable reaction, identify guidelines for dealing with low reactors, list the steps in handling objections, and manage objections using a five-step approach. The PrimeSales curriculum engages sales professionals in a more...Federal Government Industry Overview Version 1
...buyer of services and products in the U.S., spending over $200 billion annually. Regardless of what business you are in, chances are there is a government agency in need of your product or service. Winning a government contract can be challenging, and millions of dollars in potential contracts are lost to companies who do not understand government procurement processes. However, budget more...Choosing Sellers and Administering and Closing Contracts
...rtant to manage the contract and relationship between the buyer and seller? What's the most effective way to complete and settle contracts? As you advance in this course, which focuses on seller selection, contract administration, and contract closure, you will obtain the skills and knowledge required to manage these areas of Project Procurement Management. This course is aligned with "A Guide more...Six Sigma and the Voice of the Customer
..., "caveat emptor"? It's a Latin term that means, "Let the buyer beware." It's also a legal principle stating that consumers must purchase goods at their own risk, because unless specifically asked, the seller is generally under no obligation to disclose defects. Caveat emptor once struck fear in the hearts of many wary consumers. Fortunately, the tide has turned. Increased market competition, more...Six Sigma Listening to the Voice of the Customer
...buyer beware. That old business maxim of caveat emptor once struck fear in the hearts of many wary consumers. Now there's a new reality: Competition for consumer attention is intense across all industries and markets, so now it's the company itself which is being admonished to beware. That means businesses should be looking for the best way to gauge what its customers really need and want. In more...mySAP EBP 3 0 Overview
... the most important features of mySAP EBP 3.0, Enterprise Buyer Professional to purchase goods and services directly from his desk. The course will commence by providing an overview of the possible procurement structure of a company, continuing right through the selection of articles to be purchased to the goods receipt approval and approving invoices . It also explains how the roles fit into more...Strategic Sales - Gaining Access to the Executives
In Strategic Selling - Gaining Access to the Executive you will learn how to understand an executive's goals and priorities gather information about your prospect's needs and prepare yourself to contact an executive. You will also learn how to initiate contact with your executive prospect and get past the gatekeepers in order to talk directly with the executive. Finally you will learn to more...SAP R/3 MM Purchasing: Organization and Master Data
Purchasing is a component of the SAP Materials Management (MM) Module. The MM Module automates and integrates the entire range of tasks associated with materials management processes. Purchasing supports the buyer in the acquisition of goods and services integrating these activities with other components and modules of R/3 such as FI SD CO PP PS etc. In this course you will learn to carry out the more...SAP R/3 MM Purchasing: Purchase Order Processing and Information System
Purchasing is a component of the SAP Materials Management (MM) Module. The MM Module automates and integrates the entire range of tasks associated with materials management processes. Purchasing supports the buyer in the acquisition of goods and services integrating these activities with other components and modules of R/3 such as FI SD CO PP PS etc. In this course you will learn to carry out the more...
From 123-CBT Computer Based Training
SAP R 3 MM Purchasing Organization and Master Data
 ...h materials management processes. Purchasing supports the buyer in the acquisition of goods and services, integrating these activities with other components and modules of R/3, such as
FI, SD, CO, PP, PS, etc. In this course you will learn to carry out the most important and most frequent tasks involved in Purchasing.
L earn To:
Basic Principles and Organization.
Purchasing in more...SAP R 3 MM Purchasing Purchase Order Processing and Information System
...h materials management processes. Purchasing supports the buyer in the acquisition of goods and services, integrating these activities with other components and modules of R/3, such as
FI, SD, CO, PP, PS, etc. In this course you will learn to carry out the most important and most frequent tasks involved in Purchasing.
L earn To:
Purchase Order.
Purpose of the Purchase Order.
more...Strategic Sales Gaining Access to the Executives
...earn to work through the various stages of customer need: buyer unawareness, buyer realization, and buyer action. Learn To: Identify the importance of selling to top executives by using an executive mindset. Identify reasons to prepare for contacting the executive. Audience: This course is for senior sales professional that are tasked with selling enterprise solutions at an more...mySAP EBP 3 0 Overview Self Service Desktop Buying
... the most important features of mySAP EBP 3.0, Enterprise Buyer Professional to purchase goods and services directly from his desk. The course will commence by providing an overview of the possible procurement structure of a company, continuing right through the selection of articles to be purchased to the goods receipt approval and approving invoices . It also explains how the roles fit into more...Value Chain Management Managing a Value Chain
...ge. Identify ways of creating buyer value. Recognize types of relationships between business units. Identify stages in developing a collaborative relationship. Identify the features of a market-driven logistics strategy. Identify an approach to effective more...Managing the Expert Understanding Experts
...s simulation, you will meet with Laura Dennis, the senior buyer in Icon's Industrial Supplies Product Group. The product group manufactures silencers, emission control attachments, and other environmental products for industrial customers. Laura has worked for a several different companies in this industry, including vendors, so she has a unique knowledge of vendors and pricing. In the more...Managing High Performers Defining Finding High Performers
...ciples. Identify ways of creating buyer value. Identify steps for appropriate job matching for high performers. Simulation. Unit 2: Competencies of High Performers (0.5 - 1.5 hours) Identify the steps to take when compiling your needs criteria. Identify the professional more...
From Boston University Corporate Education Center
Online Procurement & Contract Management
The procurement of products and services is a rapidly growing area of project management. This online course provides the information and tools needed, from the standpoint of both the buyer and seller, to manage procurement successfully. From making the decision of what should be procured, and all the way through solicitation, source selection, contract management and closeout, this course more...
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