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Provided by: Serebra Learning Corporation Preparing for the Executive-level Sale Simulation |
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Training
Provided by Serebra Learning Corporation
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 new service, you discover that one of your clients, MicroGalaxy, is having trouble fulfilling orders due to the growth of their electronic component supply business. They currently use your company for their direct marketing efforts. You talk with your contact in marketing and find out that the company is hesitant to outsource their fulfillment function. Because they place such a high emphasis on customer service and fast turnaround times, they want to keep hands-on control of the operation. They are being very cautious as they look for a solution. Using the three roles of the salesperson (ambassador, consultant, and Those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly promoted or recently appointed executive-level sales people
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Preparing for the Executive-level Sale Simulation
Audience
Those sales people wanting to move up into executive sales roles, and any sales managers with responsibility for coaching existing, newly promoted or recently appointed executive-level sales people
Topics
Objectives
- Preparing for the Executive-level Sale Simulation
- prioritizing your time.
- effectively utilizing the three roles of the salesperson.
- dealing effectively with different personality types.
- acquiring and demonstrating knowledge of your own company.
- performing a competitive analysis.
- setting SMART .
- identifying and analyzing prospects.
- conducting a SWOT analysis.
- motivating a prospect towards the buying mode.
- analyzing customer needs.
About The Training Provider: Serebra Learning Corporation
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...
