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Power Tools 1993 November - Disc 2
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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr1913.txt
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1993-03-26
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The Versatile Salesperson SR1913
This program enables professionals to develop the versatility to adapt
their behavior in order to better align with their customers.
STUDENT PROFILE:
CSO sales trainees, CSO sales representatives, sales management and PSO
consultants.
PREREQUISITES:
Profile completed as prework
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Identify the behavioral characteristics of assertiveness and
responsiveness.
o Recognize the four Social Styles, and the needs and expectations
associated with each.
o Learn one's own Social Style as perceived by buyers.
o Understand how to attain optimal productivity in a sales
simulation.
o Understand the concept of versatility - developing and
maintaining buyer comfort.
o Plan strategies for improving one's own versatility.
o Apply versatility skills to manage tension.
COURSE OUTLINE:
Unit 1: Dimensions of Social Style
Unit 2: Identifying the Social Style of Buyers
Unit 3: Managing Tension During the Sales Process
TESTING PROCESS:
No tests. Social style questionnaire and versatility completed by
buyers is scored and returned to participants during the program to
help participants recognize how they are perceived.
FORMAT: Facilitated Classroom
LOCATION: Sales Schools
LENGTH: 1 Day
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/416 678-3238; Terry Iverson,
TN/408 447-4662