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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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sr2915.txt
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1993-03-26
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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