BASIC SALES TRAINING II                                         SR2912


The Basic Sales Training II program is the second part of the core
skill competencies required to be an effective sales representative or
PSO consultant.  This program includes an extensive week-long case
study in which you have the opportunity to demonstrate the skills
learned in Basic Sales Training I.

STUDENT PROFILE:

Field Sales Trainees, Sales Reps
and PSO Consultants

PREREQUISITES:

Basic Sales Training I

STUDENT PERFORMANCE OBJECTIVES:

Upon completion of this course, students will be able to:
o  Initiate a sales conversation.
o  Demonstrate effective communications.
o  Demonstrate effective closure in a business conversation.
o  Define prospecting.
o  Define the difference between a prospecting call and a sales call.
o  Define different qualification levels of prospective customers.
o  Identify multiple sources for finding potential prospects.
o  Identify the three components of a good opening statement and
   develop your own.
o  List specific business and application questions to use in order to
   determine if prospects are qualified for your products or services.
o  Identify at least three ways to make prospecting more productive.
o  Anticipate potential telephone "screens" or blocks.
o  Recognize when you are fully prepared to begin making prospecting
   telephone calls.
o  Articulate the components of the sales process in detail.
o  Analyze data to infer customer needs.
o  Apply sales skills and product knowledge in solving a customer
   problem.
o  Articulate the components of and key tools associated with
   consultative and strategic selling.
o  Define the components of an effective cold call.
o  Articulate the components of the sales process in detail.
o  Analyze data to infer customer needs.
o  Apply sales skills and product knowledge in solving a customer
   problem.

COURSE OUTLINE:

Day 1      Probe-Align-Raise (PAR)
Day 2      Probe-Align-Raise (cont'd)
Day 3      Prospecting Means Business
Day 4      Overview of Strategic and Consultative Selling
           Cold Calling
Day 6-10   Sales Process Case Study

TESTING PROCESS:

Random assessment during class, comprehensive test on last day.

FORMAT:             Facilitated classroom with role plays
LOCATION:           Sales Schools: Cupertino, CA and Toronto, Canada
LENGTH:             10 Days
AVAILABILITY:       Check Field Training Hotline calendar
EQUIPMENT LIST:     N/A
CLASS SIZE:         Max. 20
REGISTRATION:       Register via TRS
QUESTIONS:          Contact your Field Development Manager
PROJECT MGRS:       Dave Holly (416) 678-3238, and
                    Terry Iverson (408) 447-4662