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Readiness - Day 1
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Introduction

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Course Objectives
1

Introduction to Selling

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1.1
Topic A: Introduction to Buying and Selling
1.2
Topic B: The Sales Model
1.3
Unit Summary: Introduction to Selling
2

Sales Skills

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2.1
Topic A: Organization
2.2
Topic B: Communication
2.3
Topic C: Personal Motivation
2.4
Unit Summary: Sales Skills
3

The Sales Process

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3.1
Topic A: The Selling Process
3.2
Topic B: The Buying Process
3.3
Unit Summary: The Sales Process
4

Prospecting

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4.1
Topic A: Introduction to Prospecting
4.2
Topic B: Prospecting Methods
4.3
Topic C: Phone Prospecting
4.4
Unit Summary: Prospecting
5

Qualifying

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5.1
Topic A: The Qualifying Process
5.2
Topic B: The Questioning Process
5.3
Unit Summary: Qualifying
6

Presenting

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6.1
Topic A: Selling Process and Strategy
6.2
Topic B: Buyer Types
6.3
Topic C: Presenting to Buyers
6.4
Unit Summary: Presenting
7

Completing

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7.1
Topic A: Negotiating
7.2
Topic B: Closing the Sale
7.3
Unit Summary: Completing
8

Servicing

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8.1
Topic A: Customer Service
8.2
Topic B: Service as a Process
8.3
Unit Summary: Servicing
9

Using What You've Learned

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9.1
Topic A: The Implementation Phase
9.2
Topic B: Resources and Tools
9.3
Unit Summary: Using What You've Learned
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Course summary

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Topic A: Course Summary
Topic B: Continued Learning After Class
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