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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr2916.txt
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1993-03-26
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SALES PROCESS CASE STUDY SR2916
This course is designed to expose the student to the details of the
sales process as it relates to a case study opportunity. The student
will also have the opportunity to apply all the skills and product
knowledge learned to date.
STUDENT PROFILE:
CSO field sales trainees, sales representatives, and PSO consultants
PREREQUISITES:
None
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Articulate the components of the sales process in detail.
o Analyze data to infer customer needs.
o Apply sales skills and product knowledge in soving a customer
problem.
COURSE OUTLINE:
Day 1: Overview of the Sales Process
Contact
Qualifying
Day 2: Precall Planning
Day 3: Investigate
Day 4: Presentation
Day 5: Close
TESTING PROCESS:
Evaluation through expert observation in class
FORMAT: Classroom
LOCATION: Sales Schools
LENGTH: 5 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/416 678-3238; Terry Iverson,
TN/408 447-4662