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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr192.txt
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1993-03-26
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NEGOTIATIVE SELLING SKILLS (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 student will also improve his conversational
skills in order to develop a better rapport with his customers.
STUDENT PROFILE:
CSO field sales trainees, sales representatives, and PSO consultants.
PREREQUISITES:
Prestudy sent 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
Conversation rapport
Qualifying potential business
In-depth problem probing
TESTING PROCESS:
In-class skills evaluation.
FORMAT: Lecture, lab
LENGTH: 2 days
AVAILABILITY: Obtain current quarterly calendar from Field
Development Manager
EQUIPMENT LIST: N/A
CLASS SIZE: Maximum 24
ORDERING INFO: N/A
QUESTIONS?: Field Development Manager
PROJECT MGR: Terry Iverson, Telnet/408 447-4662
LOCATION: Sales School