PROBE ALIGN RAISE (PAR)                                          SR2915


This course is designed to enhance the student's account analysis and
decision-making skills in order to be more effective in qualifying and
closing business.  The students will also improve their conversational
skills in order to develop a better rapport with their customers.

STUDENT PROFILE:
CSO field sales trainees, sales representatives, and PSO consultants

PREREQUISITES:
Prestudy sent to student upon registration.

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.

COURSE OUTLINE:
Unit 1:     Decision making skills
Unit 2:     Conversation rapport
Unit 3:     Qualifying potential business
Unit 4:     In-depth problem probing
Unit 5:     Aligning
Unit 6:     Raising to "commitment"

TESTING PROCESS:
In-class skills evaluation

FORMAT:        Lecture, lab
LENGTH:        2 days as part of Basic Sales Training I (SR1912)
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
PROJECT MGRS:  Dave Holly, TN/408 447-4662; Terry Iverson,
               TN/408 447-4662
LOCATION:      The Sales Schools