Online Buying eLearning Training

Progressing through the Complex Sale ...the whole organization. So it's not surprising that these buying decisions are made by those at the top. But getting to these decision-makers isn't easy, which is why selling at an executive level is a more complex operation that requires all the resources of the highly skilled salesperson. This course is directed at supplying those resources. Salespeople who are tasked with selling at an more...

Preparing for the Executive-level Sale Simulation You are a regional account representative with DME Corporation, a national direct mail service provider. Your company has recently made a large investment toward the goal of becoming a "one-stop" shop with its new Fulfillment Division. You are charged with selling the new fulfillment service to your existing client base, as well as prospecting for new accounts. As you begin preparing to sell the more...

Progressing through the Complex Sale Simulation ...nd of three in this series, you have gained access to the buying influences at MicroGalaxy, an electronic component supply company, which is evaluating the possibility of outsourcing its fulfillment function. However, because of their strong emphasis on customer service and turnaround times, they are being very cautious as they evaluate a solution. Your goal is to convince them that outsourcing more...

Planning Your Field Sales Approach ... the course are detailed descriptions of the six customer buying roles a field salesperson typically encounters and tips for working effectively with each. This course demonstrates how to generate effective account profiles, emphasizing the information needed for effective field sales pre-call planning. Finally, the course offers tips for managing time, territory, and paperwork in ways that more...

Sales Buyer Behaviors The Selling Process: 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 more...

Sales Written Communications ...e 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, concise, and easy to read. New and experienced sales more...

Sales Closing the Sale Concluding the Sale: Closing the Sale, is the fourteenth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the buying signals that tell you when to close the sale and close a sale using a three-stage approach. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line more...

Preparing for Outbound Sales Calls ...les approach, the structure of this approach, and the six buying roles. The course outlines the steps involved in precall planning, including recognizing call types, creating call objectives and a call opening, and preparing the account profile. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common more...

Completing Outbound Sales Calls You might have heard the saying, "it ain't over 'til it's over." This is especially true with inside sales calls. To be a successful inside sales consultant, you need to know how to keep your customer's attention all the way through the close of the sale. In this course, you will learn strategies for contacting the decision maker and for dealing with gatekeepers. You will learn the steps involved more...

Preparing for Inbound Sales Calls ...les approach, the structure of this approach, and the six buying roles. The course outlines the steps involved in maintaining a superior level of call readiness, including recognizing call types, creating call objectives and a taking-control statement, and preparing the account profiler. The course also covers the strategies for questioning and listening that you can use in account profiling more...

Completing Inbound Sales Calls Everything you do in an inbound sales call leads up to the completion of the sale. A successful inside sales consultant knows how to keep a customer's attention all the way through the close of the sale. In this course, you will learn the process for assessing a sales opportunity, the four factors used to qualify a sales opportunity, and strategies for qualifying a sales opportunity. You will also more...

Project IT Management Simulation - The Early Stages ...es to increase its customer base. To further simplify the buying process, American Auto has recently embraced the idea of upgrading its web site's virtual showroom to allow for online purchasing of vehicles for national delivery. With the new web site, a customer will be able to choose the year, model, and options of their new vehicle and then purchase their vehicle without ever having to set more...

Project IT Management Simulation - Design to Rollout ...us increase in its customer base. To further simplify the buying process, American Auto has recently embraced the idea of upgrading its web site's virtual showroom to allow for online purchasing of vehicles for national delivery. With the new web site, a customer will be able to choose the year, model, and options of their new vehicle and then purchase their vehicle without ever having to set more...

International Communications Simulation In this simulation, you will be employed as a Divisional Merchandise Manager (DMM) of home audio and video electronics for Everson and Macombre, the parent company of two thriving retail chains one a department store, the other a members-only warehouse for bulk goods and specialty products. In your role as DMM, you will oversee the activities of a sizable buying staff and manage purchasing more...

Strategic Decision Making The field of IT management continues to evolve as new methodologies and technologies are made available and adopted by the marketplace at large. Deciding what kinds of work your firm should outsource, whether to lease or buy, and the kinds of projects best kept in-house are matters of crucial concern to any IT manager. At the same time, an array of resource planning and management tools--CRM, ERP, more...

Strategic IT Planning Simulation For the duration of this simulation, you will assume the role of Senior IT Manager (north-east region) of Easton National Bank. As a new hire, you will face lingering legacy issues and a senior management staff that is increasingly skeptical of IT value in light of costly expenditures that have yielded little return on investment. This simulation is based on the SkillSoft series "Strategic IT more...

mySAP EBP 3 0 Overview ...Buying will introduce the trainee to Supplier Relationship Management, and introduce him to 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 more...

Sales Skills: Effectively Closing a Sale In Sales Skills: Effectively Closing a Sale you will learn how to focus on clients' key issues when speaking to them why product demonstrations are beneficial and why it is important to speak with satisfied clients. You will also learn how to recognize buying signals how to respond to resistance and what to do if a sales meeting becomes uncomfortable. In addition you will learn when to close more...