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Text File  |  1993-03-26  |  2KB  |  47 lines
  1. PROFESSIONAL SELLING SKILLS                                      SR2913
  2.  
  3.  
  4. Professional selling skills is a two-day seminar which offers a proven
  5. model for face-to-face selling.  This course equips salespeople with
  6. the selling skills they need to develop profitable, long-term customer
  7. relationships.
  8.  
  9. STUDENT PROFILE:
  10. CSO field sales trainees or experienced sales representatives who want
  11. to sharpen their skills
  12.  
  13. PREREQUISITES:
  14. None
  15.  
  16. STUDENT PERFORMANCE OBJECTIVES:
  17. Upon completion of this course, students will be able to:
  18. o     Learn to function as consultative problem-solvers, uncovering
  19.       customer needs and demonstrating how their products and services
  20.       satisfy those needs.
  21. o     Become proficient at identifying and handling customer attitudes
  22.       that can styme the sales process.
  23. o     Gain commitment to the next step(s) in a sales cycle.
  24.  
  25. COURSE OUTLINE:
  26. Unit 1:     Selling to Customer Needs
  27. Unit 2:     Probing/supporting/closing
  28. Unit 3:     Receiving customer attitudes
  29. Unit 4:     Handling skepticism, indifference and
  30.             objections
  31.  
  32. TESTING PROCESS:
  33. No formal testing.
  34.  
  35. FORMAT:        Facilitated classroom with role plays.
  36. LOCATION:      Sales Schools
  37. LENGTH:        2 Days
  38. AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
  39. LANGUAGE:      English
  40. EQUIPMENT:     None
  41. CLASS SIZE:    20 Maximum, 8 Minimum
  42. REGISTRATION:  Register via your Training Program Integrator (TPI)
  43. QUESTIONS:     Contact your Sales Force Program Manager or Country
  44.                Education Manager
  45. PROGRAM MGRS:  Dave Holly, TN/416 678-3238; Terry Iverson,
  46.                TN/408 447-4662
  47.