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Fundamentals of Selling (One-Day)
 Provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Upon successful completion of this course, students will be able to:

  • Select a sales approach so that it matches the sales situation and the needs of the buyer.
  • Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved.
  • Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold.
  • Make a sales presentation and close the sale so that the customer is satisfied with the deal.
  • Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer.

 

Lesson 1: Selling Basics

Topic 1A: Identify Buyer Motivations

Topic 1B: Identify Types of Selling

Topic 1C: Select a Sales Approach

Topic 1D: Communicate with Prospective Customers

 

Lesson 2: Preparing to Sell

Topic 2A: Prepare Yourself to Sell

Topic 2B: Sell Using the Sales Cycle

 

Lesson 3: Finding and Qualifying Prospects

Topic 3A: Identify Potential Sources for Finding Sales Leads

Topic 3B: Develop an Ideal Customer Profile

Topic 3C: Qualify Sales Prospects

 

Lesson 4: Making the Presentation and Closing the Sale

Topic 4A: Get to Know Your Prospect

Topic 4B: Plan Your Presentation

Topic 4C: Give Your Presentation

Topic 4D: Close the Sale

 

Lesson 5: Following Up After the Sales Call

Topic 5A: Determine the Appropriate Follow-up Method

Topic 5B: Develop a Customer Service Program

 

Appendix A: Works Cited

References and Works CitedTopic

 

 

Contact us at 804-288-8331 for the soft skills training schedule.

 

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Commonwealth Computer Training
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Richmond, VA 23226
Phone: 804.288.8331
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