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The Sales Training Seminars and Classes
From Online Training Directory
Negotiating for the Sales Professional
    Course description -- An effective sales professional knows how to meet customer needs while assuring reasonable terms and profit for his or her own company. This course has techniques for identifying customer expectations and determining how to meet them in a way that both parties are satisfied by the results. There are checklists and discussion guidelines to help a sales professional master this more...
From Serebra Learning Corporation
Working with Your Customer s Key Players
Strong customer relationships are essential for long-term sales success. In this course, you'll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. You'll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an more...Gaining Access to Key Personnel at Your Target Accounts
In this course, you'll learn about the second major component of the territorial account sales approach: communication. You'll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then, you'll learn about gaining access to the right level at your more...Sales The Sales Call
...The Sales Call, is the eleventh of sixteen courses in this curriculum. After the completion of this course you will be able to identify the guidelines for opening a sales call, list the steps in making an opening statement, and identify opening statement variations according to the type of call. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have more...Applying Your Field Sales Approach
... in one or two sales calls. Sound impossible? It's not if the sales professional applies the essentials presented in Applying Your Field Sales Approach. This course provides sales strategies to change your customers' perceptions of you from vendor to sales consultant by addressing these important factors: asking the right questions and listening to customer needs, avoiding actions that impede more...Sales Forecasting Forecasting for Success
In Sales Forecasting - Forecasting for Success, you will cover the skills and information necessary to understand the importance of sales forecasting, develop a sales forecast, and emphasize teamwork to realize your goals. This three-part series is for sales professionals and sales managers who have a fundamental understanding of the sales process. There are no prerequisites required for this more...Sales Forecasting Forecasting Your Own Accounts
In Sales Forecasting - Forecasting Your Own Accounts, you will learn how to apply the principles of forecasting to your own accounts. Specifically, you will learn how to use different types of forecasting, as well as how to avoid excessive detail in your forecasts. You will also learn how to reduce forecasting errors and how to predict the likelihood of winning a sale. Finally, you will learn how more...Sales Forecasting Applying Forecasting Methods
In Sales Forecasting - Applying Forecasting Methods, you will learn how to apply quantitative and qualitative forecasting methods to your accounts. You will learn the fundamentals of time series and regression forecasting methods. You will also learn how to use market research and expert judgement to create forecasts. Finally, you will learn how to integrate, implement, and evaluate forecasting more...Lean Techniques
.... Naturally, you inquire about purchasing the sample, but the sales person tells you that the store has a policy of prohibiting this. Why? Wouldn't it make sense to give the customer what he wants exactly when he wants it? Yes, but the furniture store is not a lean business. In fact, the furniture industry uses batch and queue processes that inconvenience the customer at every turn. In this more...SAP R 3 4 6 SD Customer Service Representative
This SAP R/3 4.6 SD Customer Service Representative course aims to provide the basic knowledge required to start and log on to the R/3 System, Release 4.6. The student will be given an overview of the basic sales processes and how Sales and Distribution is integrated and organized in the R/3 System. Additionally, this course describes the master data used by sales employees. Furthermore, the more...Strategic Sales - Building the Executive Relationship
In Strategic Selling: Building the Executive Relationship you will learn how to adapt to the four primary behavioral styles you may encounter in executive sales and you will learn how to build your credibility when selling at the executive level. Additionally you will identify the types of questions you should ask when diagnosing a prospect?s need and you will discover how to create a custom more...Sales Skills: The Fundamentals
In Sales Skills: The Fundamentals participants will learn the six basic steps of the sales process how to understand their client's decision-making practices and the meanings of commonly used sales terms. In addition participants will learn how to establish credibility and how to take a proactive approach to sales. more...Sales Skills: Gaining Customer Commitment
In Sales Skills: Gaining Customer Commitment you will learn how to establish credibility and develop relationships with your clients as well as what questions you should ask clients when determining their needs. You will also learn the three stages of need how to determine which stage of need a client is in and how to help clients envision themselves benefiting from your product or service. In more...SAP R/3 PP: Production Planning and SOP
The Computer Based Training (CBT) SAP R/3 PP: Production Planning and SOP describes the production planning process and explains how it works. The learner is introduced to the various planning levels in the R/3 System as well as learning how to plan in the Sales and Operation Planning and Material Requirement Planning levels. Furthermore the trainer will be shown the functions of standard SOP and more...SAP R/3 SD Sales and Shipment
The purpose of this course is to provide practical skills in the use of R/3 SD for sales and shipping processes. Students will learn to process inquiries quotations orders shipping and billing. They will acquire essential skills to work with the Sales Information System. The course exploits practical scenarios to illustrate the content. The course shows how to process sales documents and looks at more...SAP R/3 SD Order Processing - Rel 4.x
Within the Sales and Distribution module this course will help you to understand the stages involved in the ordering cycle which include receiving the initial order through to delivery and invoicing. You will also learn in detail how to create and process orders. more...
From The Training Bank
BTU College of Sales and Sales Management
College of Sales and Sales Management
You learn the most effective strategies and techniques ever discovered to increase sales and profitability.
- High Performance Selling
- Superior Sales Management
- Strategic Planning for the Sales Professional
- Sales Service Excellence more...
From 123-CBT Computer Based Training
E-Commerce Implementation Issues
 ...lation to the relevant size of implementation.
Identify the sales requirements and solutions for Fred's Flowers.
Identify the IT requirements and solutions for Bob's Flowers.
Identify the marketing requirements and solutions for Fred's Flowers.
Identify the cost and timescale requirements for Bob's Flowers, a small local florist that is to implement a small-scale implementation. more...SAP R 3 v4 x SD Order Processing
...the Sales and Distribution module, this course will help you to understand the stages involved in the ordering cycle which include receiving the initial order through to delivery and invoicing. You will also learn in detail how to create and process orders.
L earn To:
Sales Order Processing.
Order Entry.
Order Header.
Order Items.
Schedule Lines.
Order Functions.
more...SAP R 3 SD Sales and Shipment Processes
... billing. They will acquire essential skills to work with the Sales Information System. The course exploits practical scenarios to illustrate the content. The course shows how to process sales documents and looks at the functions used during the pre-sales phase. It covers the sales and distribution document chain and shows how to process deliveries, billing documents and shipments.
L earn more...Sales Skills The Fundamentals
...damentals, participants will learn the six basic steps of the sales process, how to understand their client's decision-making practices, and the meanings of commonly used sales terms. In addition, participants will learn how to establish credibility and how to take a proactive approach to sales. Learn To Ask specific questions to understand people's more...Sales Skills Prospecting Addressing Needs
... Implement the six steps of the sales process. Perform four specific actions before they begin prospecting. Build a sales network. Complete six steps when finding solutions. Apply four guidelines for speaking with clients. Audience Individuals who want more...Sales Skills Overcoming Obstacles
... Describe and implement the six steps of the sales process. Avoid basing your sales strategy on common sales myths. Identify a client's key issues. Differentiate between a benefit and a feature. Take a proactive approach to sales. Simulation Overview: more...Sales Skills Gaining Customer Commitment
...ent's key issues, how to manage a client's anxiety during the sales process, and how to prepare for negotiations. Learn To Obtain a client's written consent to complete the sales process. Complete three actions to help you when building relationships with clients. Ask situation-appropriate questions during more...Sales Skills Developing a Winning Strategy
... Correctly list the six basic steps of the sales process. Identify three selling strategies. Simulation Overview: In this simulation, you will meet with Jack Sullivan, Icon's Regional Vice President of Sales, to discuss the basic steps of the sales process and three different sales strategies that can be more...Sales Skills Effectively Closing a Sale
...our) List the six basic steps of the sales process. Identify what skill can help you close sales. List two steps you must complete before closing a sale. Simulation Overview: In this simulation, you will meet with Jack Sullivan, Icon's Vice President of Sales, to discuss more...Professional Selling Over the Phone Preparation Strategies
...ervices Representatives that use the phone in any part of the sales cycle. Deployment Options e-Learning Accreditation NASBA credits: 3 CPE Credits CEU credits: 0.30 CEUs Language Options US English Total Learning Time 2 to 4 hours Objectives Unit 1: Preparing for Telephone Sales (0.5 - 1 hour) Match the guidelines for organizing more...Professional Selling Over the Phone Prospecting
...ervices Representatives that use the phone in any part of the sales cycle. Deployment Options e-Learning Accreditation NASBA credits: 3 CPE Credits CEU credits: 0.30 CEUs Language Options US English Total Learning Time 2 to 4 hours Objectives Unit 1: Generating Telesales Prospects (0.5 - 1 hour) Identify methods of finding telesales more...Professional Selling Over the Phone Closing a Sale
...ervices Representatives that use the phone in any part of the sales cycle. Deployment Options e-Learning Accreditation NASBA credits: 3 CPE Credits CEU credits: 0.30 CEUs Language Options US English Total Learning Time 2 to 4 hours Objectives Unit 1: Closing Sales Over the Telephone (0.5 - 1 hour) Identify the guidelines for more...Sales Management Building a Championship Sales Team
Sales Management: Building a Championship Sales Team teaches students how to ensure the effectiveness of a sales team. The program covers how to be a successful sales manager, how to select sales professionals, and how to build unity in a sales team. The program also focuses on how to interview successfully, how to build relationships and trust within a sales team, how to train sales professionals more...Strategic Sales Building the Executive Relationship
...ow you can keep an executive prospect involved throughout the sales cycle. Learn To: Understand and approach each of the four behavioral styles. Identify reasons for building your credibility, diagnosing the need, and creating custom solution. Identify reasons for keeping the executive involved and gaining equal footing with the executive. Audience: This course is for senior more...Sales Management Series
The Sales Management Series includes the following courses: Sales Management: Building a Championship Sales Team Sales Management: Leading a Sales Team Sales Management: Motivating Sales Teams to Win To review individual course descriptions, please return to the previous page and select the desired title(s). more...Sales Skills Series
...The Sales Skills Series includes the following courses: Sales Skills: The Fundamentals Sales Skills: Prospecting and Addressing Needs Sales Skills: Overcoming Obstacles Sales Skills: Gaining Customer Commitment Sales Skills: Developing a Winning Strategy Sales Skills: Effectively Closing a Sale To review individual course descriptions, please return to the previous page and select more...Time Management Overcoming Challenges
Time Management: Overcoming Challenges gives students an overall view of how to control time in order to improve productivity. The program covers how to control productivity by dealing with people, and managing information and offers the student techniques to overcome time management challenges. The program also covers handling interruptions, keeping meetings productive, and organizing paperwork, more...SAP R 3 PP Production Planning SOP
...vels in the R/3 System as well as learning how to plan in the Sales and Operation Planning and Material Requirement Planning levels. Furthermore, the trainer will be shown the functions of standard SOP and of flexible planning. Learn To: o Production Planning in SAP R/3. o Introduction to the MRP II Planning Concept. o Representation of Planning Levels in R/3. o R/3 Integrative more...SAP R 3 v4 6 SD Custromer Service Representative
...l be introduced to the activities involved in the role of the sales employee in the R/3 System. Learn To: o Getting started with SAP R/3 4.6. o Starting the system and logging on. o Access options. o Basis. o Basics of sales and distribution. o Overview. o Master data in SD processing. o Basic functions in SD. o The sales employee in SAP R/3. o Inquiries, quotations, and more...Advanced Interpersonal Communication Building Relationships
...d, left the position. You will meet with Roger McAlister, the Sales Manager for Industrial Casing Products. Roger does not report directly to you, but you will work closely with him to address quality and sales issues with the products. You have approval from upper management to look into reducing the number of different styles of cases your group manufactures to increase efficiency. You need more...Leadership Development Goal Setting
... In this simulation, you are meeting with the Sales, Product, and Information Systems Managers of your organization's Dallas branch to discuss an important deadline that was recently missed. This office has been failing to meet sales goals, and a customer-billing problem has resulted in lost income. Unit 4: Setting Strategic Goals (0.5 - 1 hour) Use more...Business Problem Solving The Problem Solving Process
...duction Manager, the plant's Quality Control Manager, and the Sales Manager for the I-Grill line. The four of you need to create an information collection plan and identify the root cause of the quality problem. Unit 2: Committing to a Solution (0.5 - 1 hour) Select the parts of the second phase of the problem-solving process. Select more...Change Management Adapting to Change
Change Management: Adapting to Change develops participants' ability to effectively handle organizational changes. It familiarizes them with the three phases of the transition process, enabling them to understand their own-and others'-needs and responses at each phase. Learn To Distinguish between change and transition. Understand the more...Managing Performance Establishing a Peformance Plan
...ith Monica Washington, a newly-hired Account Executive in the Sales Department. You will need to discuss with her the various responsibilities of her position as they are outlined in her job description and establish a good foundation on which to base her performance plan. Unit 2: Conducting a Performance Planning Meeting (0.5 - 1.5 hours) Identify reasons why more...Business Ethics Organizational Ethics
...les for highly effective firms. As the Sales Director for Icon's Computer Hardware and Software division, you will meet with Customer Service Manager, Deborah Cowan, Marketing Director, John Cunningham, and Product Manager, Terry Jones, to discuss a production-related ethical dilemma. Icon has been advertising an introductory special on a personal computer scheduled to be more...Managing Change Managing Yourself Through Change
...ng will be to focus on the effect the merger will have on the sales team. Unit 3: Moving Forward (1 - 1.5 hours) Identify people a a s needs during the new beginnings phase of transition. Identify the four strategies for managing the new beginnings phase. Identify the three guidelines for communicating during the new more...Team Participation Team Communication
...ll be addressing a recent communication breakdown between the sales personnel and the customer service representatives. The miscommunication dealt with a discounted finance charge on corporate loans over $250,000. Subsequently, the confusion resulted in negative publicity for the company. Unit 3: Nonverbal Communication (0.5 - 1 hour) State the types of information more...Virtual Teams Participating in Virtual Meetings
...tual team instructed to develop a plan that will increase the sales of Icon's office support equipment. Several members of the virtual team have traveled to New York to meet face-to-face for the team's three-day orientation session. Unit 3: Ensuring Virtual Team Effectiveness (0.5 - 1 hour) Identify factors that influence a virtual meeting's effectiveness. more...Achieving Success Without Authority Personal Accountability
In this course a Achieving Success Without Authority: Personal Accountability a you will learn the importance of personal accountability for achieving success. This course teaches you about self-reliance and how you can achieve it through personal accountability. In addition, you will learn how to have effective working relationship, the skills you need for coaching, and the steps to more...Managerial Leadership Leading Through Change
...with Dean Kramer, the Engineering Manager, Deborah Cowan, the Sales Manager, and Marcus Robinson, the Technical Support Manager. You will need to effectively communicate news of the change and ease their concern regarding the situation. Unit 2: Motivating Employees Through Planned Change (0.5 - 1 hour) Choose guidelines you should follow when motivating employees. more...Frontline Leadership Knowledge in the Workplace
...ate software packages. The goal of the meeting is to give the sales teams enough information about the packages so they can efficiently promote the software systems to their clients. Unit 2: Encouraging Knowledge Exchange (0.5 - 1 hour) Identify ways for encouraging employees to exchange knowledge. Follow the process for leading employees more...Negotiating Advanced Negotiation Tactics
Negotiating: Advanced Negotiation Tactics offers students a process for gaining control in a negotiation and specific questions that can be asked to help control a negotiation. This program gives an overview of various negotiation tactics as well as responses for each tactic. In addition, this program includes examples of unethical negotiation tactics and what to do when faced with a party that more...
From Sales-Class
Automobile Sales Training
 Learn the latest in automobile sales closes and selling skills using the new Sales Cross-Training technique. There is no charge for the class. Learn the "best prectices" from several vertical sales industries and choose what will help you master the sales process. By studying the successes of different vertical sales markets you can become better at yours. more...
From Training Link Education S.E.A
Certificate in Senior Sales Executive
Aim:
The aim of this programme is to develop the sales and supervisory skills of people working in a sales environment who are responsible for [or planning to become responsible for] sales account management and supervision of sales staff.
Target Audience:
This programme is designed for people with experience in a sales environment and with responsibility for account management & more...
From JED New Media inc.
Cold Calling with Confidence
Brush up on successful methods for cold calling to market products or services. Learn effective techniques for landing that first appointment, turning rejection into a potential sale, and building strategies for maintaining contact over time. Whether you are a beginner in sales, or in need of a refresher, developing a wide array of skills and strategies helps build confidence throughout the sales more...
From Business and Training Solutions Ltd.
A Certificate in Selling Skills
 A blended solution for the aquisition of a qualification in selling skills. Awarded by the Sales Institute of Ireland; accredited by the Institute of Commercial Management; programme managed by Business & Training Solutions Ltd (www.btsolutions.ie) more...
From JED New Media inc.
Marketing: Tired Products
Are you experiencing difficulties with the sales and marketing of some of your products? Examine the key components of a thorough product analysis and the symptoms of tired products. Explore creative ways to improve tired products, such as product innovation, product differentiation, and product extension. more...
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