Online Top Down eLearning - Training Resources

Broker Price Opinion BPO Basics 112 Description: Learn the ins and outs of the busy Broker Price Opinion (BPO) business in this special Certified Foreclosure Agent training course offered through Foreclosure. com Agent University. We'll cover everything you need to know in this comprehensive 90-minute session to ensure that you know how to prepare top-notch reports that will have lenders knocking down your door for more  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 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 Buyer-Focused Selling The Selling Process: 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  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 Telephone Communications Communicating & Managing: Telephone Communication, is the fifth of sixteen courses in this curriculum. After the completion of this course you will be able to identify barriers to communication, identify techniques to overcome the limitations to communicating by telephone and implement guidelines for good telephone communication. The PrimeSales curriculum engages sales professionals in a top-down  more...

Sales Communication Skills Communicating & Managing: Communication Skills, is the sixth of sixteen courses in this curriculum. After the completion of this course you will be able to list the background information that helps you to qualify prospects, list sources of prospects, identify guidelines for canvassing and list the criteria for identifying the decision-maker in an organization. The PrimeSales curriculum engages  more...

Sales Managing a Territory Communicating & Managing: Managing a Territory, is the eighth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the customer information you need to record, list the steps in drawing up a calling cycle, and sequence the steps involved in routing and scheduling calls. The PrimeSales curriculum engages sales professionals in a top-down roll-out  more...

Sales Gathering Information Starting the Sale: Gathering Information, is the ninth of sixteen courses in this curriculum. After the completion of this course you will be able to list the background information that helps you to qualify prospects, list sources of prospects, identify guidelines for canvassing, and list the criteria for identifying the decision-maker in an organization. The PrimeSales curriculum engages sales  more...

Sales Planning a Sales Call Starting the Sale: Planning a Sales Call, is the tenth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the steps involved in planning a sales call and identify the essential elements of a sales objective. The PrimeSales curriculum engages sales professionals in a top-down roll-out of techniques that have been proven to maximize bottom-line  more...

Sales The Sales Call Starting the Sale: 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  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 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...

Sales Buyer Reactions Concluding the Sale: 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  more...

Sales Concluding a Call Concluding the Sale: Concluding a Call, is the sixteenth of sixteen courses in this curriculum. After the completion of this course you will be able to identify the guidelines for concluding a call, and conclude a call using the six steps . 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 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...

Coaching for Business Coaching is a vital component of any business that aims to be a winner in the new economy. However, unless coaches are clear in their own minds exactly what their function is, and why they are performing a coaching role, they may do more harm than good. Therefore, it is important to understand how coaching originated as a business tool, and the ways it impacted traditional managerial attitudes and  more...

Successful Coaching Relationships Coaching is a set of practical skills and a style of relating that develop the potential of both the individual being coached and the coach. For this development to take place, there must be a working relationship between a coach and a willing coachee, a relationship based on mutual trust, respect, commitment and confidentiality. Within this collaborative framework, the coach uses a repertoire of  more...

Key Stages in Coaching Coaching has many uses in organizations, and the sequence of coaching activities is similar in all of them. This course will involve learners in the continuous process of discovery, goal setting, action planning, and follow-up that distinguishes coaching from other development methods. This course is for anyone in an organization who has a role in improving the performance of co-workers, keeping  more...

Coaching Skills At its simplest, a coaching session is a conversation, a dialog between coach and coachee, and so all coaching interventions depend totally on communication. Within that simplicity however, are layers of subtle interaction, which a coachee needs to be aware of, alert to what both "sides" of the conversation are actually communicating--verbally, visually, and vocally. The first requirement for a  more...

Mindsets Emotions and Coaching What makes coachees receptive to your advice? What makes them willing to listen? Much of your success depends on the mindset, moods, and emotions of the people you coach. If they are feeling negative about the coaching experience or overcome with anxiety about poor workplace performance, they are unlikely to be receptive--no matter how valuable your insight may be. Getting in tune with your  more...

Coaching Trends When is a good time to coach? And what is the business case for coaching? Is coaching just another popular fad, or can organizations really benefit from it? Every coach should be aware of the strategic uses of coaching: the organizational benefits that are offered, how coaching can be used to help coachees deal with positive and negative change, and ways of coaching innovators and mavericks. What  more...

Coaching Personalities and Teams Simulation You are a marketing manager for Dulce Confections, a leading maker of chocolates and other fine candies. Due to changing consumer tastes and an increase in the average age of Dulce's core customer, the company is anxious to change the dated packaging on its flagship candy bar, the Dulce bar. The challenge of the repackaging initiative is to appeal to a younger demographic while not alienating the  more...

Defining and Mapping the Six Sigma Process Maps are incredible tools. They show--on one page--where you are, where you want to go, the best way to get there, and endless alternate routes. Without maps, we would be left to wander unknown paths to uncertain destinations, encountering untold pitfalls along the way. Maps are also important tools in guiding Six Sigma teams in the quest for process improvement; it is impossible to improve a  more...

Cisco DESGN 2 0 Network Design Methodology To recognize the principles of SONA and the network design methodology, and document an enterprise network design solution Network engineers, network system analysts, and maintenance personnel responsible for designing small to medium-sized and enterprise networks; individuals seeking the Cisco Certified Design Associate (CCDA) certification and those individuals targeting towards the Cisco  more...

Relational Database Concepts and Facilities This course covers the general conceptual methodology, models, and technology that are utilized in Relational Database Management Systems (RDBMS). The course is designed to give the user a top-down overview of relational database development and implementation. By breaking down the application development process into distinct components, the student will understand the key features of Relational  more...

Data Modeling: Create Basic Models This is the first course in a two-part series which covers Data Modeling. You will begin by learning a top-down systematic approach to database development using entity-relationship models and normalization. Then you will use this approach to identify and define business information requirements both in the course and within your work environment. This course can be used as part of Oracle's  more...

Data Modeling: Develop Depth to Your Models This is the second course in a two-part series which covers Data Modeling. You will begin by learning a top-down systematic approach to database development using entity-relationship models and normalization. Then you will use this approach to identify and define business information requirements both in the course and within your work environment. This course can be used as part of Oracle's  more...