Professional Sales Techniques
Exploring various sales techniques; duties, responsibilities, and qualifications of the salesperson; buyer behavior and the buying process; prospecting and qualifying potential customers; planning and making the sales call; delivering and dramatizing the sales presentation; communication skills and techniques in overcoming objections and closing the sales; promoting future sales through effective customer relationship.
Learning Outcomes
Upon successful completion of this course, the participant will be able to:
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Describe the nature and role of personal selling;
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Analyze the responsibilities of the salesperson;
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Identify the buying motives of different types of buyers;
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Explain how to prospect and analyze potential customers;
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Describe how to plan and set call objective;
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Describe how to make an appointment for the sales call;
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Identify the prospect’s needs; relate features to benefits;
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Describe the different presentation methods;
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Use different methods for responding to objections;
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Use effective methods and techniques for obtaining commitments;
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Describe how to build partnerships and goodwill.
