PROFESSIONAL SELLING SKILLS                                      SR2913


Professional selling skills is a two-day seminar which offers a proven
model for face-to-face selling.  This course equips salespeople with
the selling skills they need to develop profitable, long-term customer
relationships.

STUDENT PROFILE:
CSO field sales trainees or experienced sales representatives who want
to sharpen their skills

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Learn to function as consultative problem-solvers, uncovering
      customer needs and demonstrating how their products and services
      satisfy those needs.
o     Become proficient at identifying and handling customer attitudes
      that can styme the sales process.
o     Gain commitment to the next step(s) in a sales cycle.

COURSE OUTLINE:
Unit 1:     Selling to Customer Needs
Unit 2:     Probing/supporting/closing
Unit 3:     Receiving customer attitudes
Unit 4:     Handling skepticism, indifference and
            objections

TESTING PROCESS:
No formal testing.

FORMAT:        Facilitated classroom with role plays.
LOCATION:      Sales Schools
LENGTH:        2 Days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    20 Maximum, 8 Minimum
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROGRAM MGRS:  Dave Holly, TN/416 678-3238; Terry Iverson,
               TN/408 447-4662