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Text File  |  1993-03-26  |  1KB  |  43 lines
  1. STRATEGIC SELLING (MILLER HEIMAN)                                SR1903
  2.  
  3.  
  4. This course is designed to improve the student's skills in identifying
  5. buyer types and customer's critical success factors.  It will help the
  6. student to recognize what motivates key decision makers.
  7.  
  8. STUDENT PROFILE:
  9. Sales Representatives
  10.  
  11. PREREQUISITES:
  12. Students must have a minimum of 9 months HP selling experience and have
  13. completed Conceptual and Tactical Selling prior to attending this
  14. course.
  15.  
  16. Prestudy sent upon registration.
  17.  
  18. STUDENT PERFORMANCE OBJECTIVES:
  19. Upon completion of this course, students will be able to:
  20. o     Identify four types of buyers;
  21. o     Demonstrate what motivates different buyer types;
  22. o     Identify critical success factors;
  23. o     Develop business strategies to address the critical success
  24.       factors.
  25.  
  26. COURSE OUTLINE:
  27. Unit 1     Strategic Selling
  28.            - The Basic Elements
  29.  
  30. TESTING PROCESS:
  31. In class skills evaluation.
  32.  
  33. FORMAT:         Lecture, lab
  34. LOCATION:       Determined at scheduling time according to geographical
  35.                 location of attendees.
  36. LENGTH:         2 days
  37. AVAILABILITY:   Obtain current quarterly calendar from Field
  38.                 Development Manager
  39. EQUIPMENT LIST: N/A
  40. CLASS SIZE:     N/A
  41. ORDERING INFO:  N/A
  42. QUESTIONS?:     Field Development Manager
  43.