Provided by: Serebra Learning Corporation

Applying Your Field Sales Approach

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Training Provided by Serebra Learning Corporation

A unique quality of effective field sales representatives is their ability to assess their customers' needs, determine sales opportunities, and access the decision makers--often 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 sales calls, identifying sales opportunities, and targeting the decision makers. Field sales representatives engaged in face-to-face selling to large numbers of accounts located in assigned territories

Training Avaliability and Delivery

This is primarily online training
	This is an online eLearning or CBT training program
	Contact Serebra Learning Corporation for more information

Training Presented in:

English

Related Keywords: sales customer facing skills field applying approach communicating effectively customers recognize benefits questioning listening skills effectively communicate effective techniques given scenario match active listening examples each accessing decision maker decision maker sales call actions dealing gatekeeper appropriate examples apply cold-calling directly evaluating opportunities call accurately assessing opportunity two account assessment questions correct examples positioning one-call approach multi-call approach impede calls how avoid

Training Program Details

Audience

Field sales representatives engaged in face-to-face selling to large numbers of accounts located in assigned territories

Topics

Objectives

recognize the benefits of using questioning and listening skills to effectively communicate with customers.
use effective questioning techniques in a given scenario.
match active listening techniques to examples of each.Accessing the Decision Maker
recognize the benefits of accessing the decision maker during a sales call.
match the actions for dealing with a gatekeeper with appropriate examples.
apply the steps for cold-calling a decision maker directly in a given scenario.Evaluating Sales Opportunities during the Sales Call
recognize the benefits of accurately assessing the opportunity during a sales call.
match the two account assessment questions to their correct examples.
apply the steps for positioning a one-call approach in a given scenario.
apply the steps for positioning a multi-call approach in a given scenario.
match the actions that impede sales calls with examples of how to avoid

About Serebra Learning Corporation - Training Provider

Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...

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