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Sales Prospecting, Qualifying, and Completing

(sales-softskills) / ISBN : 978-1-61691-868-2
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About This Course

Sales Softskill course is intended for sales or marketing professionals. The course covers methods of  identifying the core sales skills of organization, communication, and motivation; defining the sales model and understand the details of the buying and selling processes; discussing prospecting methods, defining their target markets and customers; qualifying prospects by using effective listening and questioning techniques; and much more.  

Skills You’ll Get

Download Course Outline

1

Introduction

  • Course Objectives
2

Introduction to Selling

  • Topic A: Introduction to Buying and Selling
  • Topic B: The Sales Model
  • Unit Summary: Introduction to Selling
3

Sales Skills

  • Topic A: Organization
  • Topic B: Communication
  • Topic C: Personal Motivation
  • Unit Summary: Sales Skills
4

The Sales Process

  • Topic A: The Selling Process
  • Topic B: The Buying Process
  • Unit Summary: The Sales Process
5

Prospecting

  • Topic A: Introduction to Prospecting
  • Topic B: Prospecting Methods
  • Topic C: Phone Prospecting
  • Unit Summary: Prospecting
6

Qualifying

  • Topic A: The Qualifying Process
  • Topic B: The Questioning Process
  • Unit Summary: Qualifying
7

Presenting

  • Topic A: Selling Process and Strategy
  • Topic B: Buyer Types
  • Topic C: Presenting to Buyers
  • Unit Summary: Presenting
8

Completing

  • Topic A: Negotiating
  • Topic B: Closing the Sale
  • Unit Summary: Completing
9

Servicing

  • Topic A: Customer Service
  • Topic B: Service as a Process
  • Unit Summary: Servicing
10

Using What You've Learned

  • Topic A: The Implementation Phase
  • Topic B: Resources and Tools
  • Unit Summary: Using What You've Learned
11

Course summary

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

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