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Provided by: 123-CBT Computer Based Training Sales Skills Prospecting Addressing Needs |
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Training
Provided by 123-CBT Computer Based Training
In Sales Skills: Prospecting and Addressing Needs, participants will learn how to understand their client's decision-making practices. They will also learn how to research prospective clients, how to apply guidelines for making a sales call, and how to build a sales network. In addition, they will learn how to create win-win situations when finding solutions for clients.
Learn To
Individuals who want to learn how to build a sales network and establish a good relationship with clients in order to meet their needs.
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: Background Information (0.5 - 1 hour)
Learn To
- 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.
Individuals who want to learn how to build a sales network and establish a good relationship with clients in order to meet their needs.
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: Background Information (0.5 - 1 hour)
- Describe and implement the six steps of the sales process.
- Avoid traditional sales styles.
- Understand people's decision-making practices.
- List five points to remember about people's decision-making practices.
- Simulation Overview:
- In this simulation, you will meet with Jack Sullivan, one of Icon's Regional Sales Vice Presidents, to discuss the sales process. Through your questions, you will learn about the six basic steps of the sales process, and what you should know about your clients' decision-making and buying practices.
- Define prospecting in terms of sales.
- Perform four specific actions before you begin prospecting.
- Know what to do when researching potential clients.
- Apply the guidelines of the PHASED acronym.
- Build a sales network.
- Simulation Overview:
- In this simulation, you will meet with Kevin McDonald and Cindy Becker, salespeople for Icon's line of security products. Kevin and Cindy have been in the department for nearly six months, and while they both have been given their own client lists, they are having problems acquiring new clients. As their peer, you need to help them learn how to discover new clients by explaining prospecting, networking, and the basics of making a sales call.
- Conduct yourself professionally when meeting clients.
- Establish your credibility as a salesperson.
- Recognize the importance of having business allies.
- Avoid using jargon when speaking with clients.
- List environmental factors that can influence sales calls.
- Simulation Overview:
- In this simulation, you will meet with Greg Baldwin, owner of the soon-to-be-opened Mouse House Internet Cafe, t
This is primarily online training 
This is an online eLearning or CBT training program 
This program may be available on CD 
Contact 123-CBT Computer Based Training for more information Training Presented in: English
Sales Skills Prospecting Addressing Needs
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About The Training Provider: 123-CBT Computer Based Training
123-CBT Computer Based Training - 123-CBT offers discount pricing on top quality eLearning
programs from leading computer based training providers. Many of the training courses are available both online or on CD so that you can study at home at your own pace:
E-Learning available for
- ABAP 6. 10
- Access 2003
- Acrobat 6. 0
- ASP
- ASP. NET
- C
- Captivate 1. 0
- Crystal Reports 8. 5
- Crystal Reports v10
-...
