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Initiating Outbound Sales Calls
by Skillsoft - Business
Fifteen seconds doesnt sound like very much time does it? As an inside sales consultant you will have a lot riding on what happens in those few seconds. That is usually all the time you have to make a solid positive impression on your customer. Knowing how to initiate an inside sales call is a key to your success. In this course you will learn the strategies for dealing with voice mail and call screeners and for making a successful initial contact with a customer. You will also learn the four profile types and strategies for creating account profiles. In this course you will learn how to assess a sales opportunity the four factors used to qualify an outbound sales opportunity and strategies for qualifying a sales opportunity. The course also addresses strategies for making an effective transition to the next stage of the inside sales approach. ...
$75.00
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Working with Your Customers Key Players
by Skillsoft - Business
Strong customer relationships are essential for long-term sales success. In this course youll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. Youll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an internal "network of coaches" for the sales process. Then youll learn about gaining access to senior-level management and dealing with "gatekeepers." By effectively communicating with the right people in your accounts youll help to ensure positive sales results ...
$75.00
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Understanding Your Target Customers Business
by Skillsoft - Business
Imagine trying to sell a product or service to a customer that you know nothing about. Do you think it would be an easy process? Probably not. The better you know your customer the better your chances for success. In this course youll learn about the first major component of the territorial account sales (TAS) approach--research. Youll gain an understanding of the benefits of good research and how to gather information from public sources as well as how to gain an insiders view. Youll then explore the five TAS search elements and how to apply them to researching your customers business structure key players and business fit. ...
$75.00
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Applying Your Field Sales Approach
by Skillsoft - Business
A unique quality of effective field sales representatives is their ability to assess their customers needs determine sales opportunities and access the decision makers--often in one or two sales calls. Sound impossible? Its not if the sales professional applies the essentials presented in Applying Your Field Sales Approach. This course provides sales strategies to change your customers perceptions of you from vendor to sales consultant by addressing these important factors: asking the right questions and listening to customer needs avoiding actions that impede sales calls identifying sales opportunities and targeting the decision makers. ...
$75.00
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Completing Inbound Sales Calls
by Skillsoft - Business
Everything you do in an inbound sales call leads up to the completion of the sale. A successful inside sales consultant knows how to keep a customers attention all the way through the close of the sale. In this course you will learn the process for assessing a sales opportunity the four factors used to qualify a sales opportunity and strategies for qualifying a sales opportunity. You will also learn the steps for making the transition in both one-call and multiple-call closes. You will learn how to determine the best strategies for inbound sales presentations and explore the characteristics of an effective inbound sales presentation as well as the features benefits and value of a solution. You will learn how to conduct an effective inbound sales presentation in addition to learning the strategies to use in presenting to various buying roles. Finally you will learn how to close an inbound sales call and how to handle any objections that may come up during a close. ...
$75.00
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Understanding Your Customer
by Skillsoft - Business
Can you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldnt succeed. The better you know your customer the higher your chance for success. In this course youll learn about the first major component of the strategic account sales (SAS) approach: research. Youll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next youll explore researching your customers business and key players and applying what you learn to the process of account planning. And finally youll gain an understanding of the business fit and how you and your customer can both achieve your desired business objectives. ...
$75.00
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Strategic Account Sales Skills Simulation
by Skillsoft - Business
Youre an architectural renovation sales consultant for The Architectural Services Company (TASC). You sell design and project control services to commercial businesses. ...
$75.00
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Field Sales Foundations
by Skillsoft - Business
Many field sales representatives are set loose on their assigned territories armed only with a few sales tips and some information about the products and services theyre selling. This course builds the foundation for a strategy that changes the customers perception of the salesperson from a mere vendor to a consultant and true business resource. Field Sales Foundations introduces you to the basics of the field sales approach. Youll learn about its value and the importance of customer perceptions premises for choosing the field sales approach how it compares with a purely product-focused approach and the planning implementation and closing steps for superior field sales performance. The course also gives you opportunities to apply field sales approach basics. ...
$75.00
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Field Sales Skills Simulation
by Skillsoft - Business
You are a salesperson for a wholesale supplier of natural herbs and remedies called Vita-Boost. With allergy season right around the corner Vita-Boosts latest product Ally-Tabs looks to be a promising product. These tablets are just as effective as a preventative measure as they are at treating symptoms. Since they are all natural there are no side effects associated with taking the pills. Because its a new product you have your work cut out for you to educate your customers and to get them to commit to an order. ...
$75.00
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Territorial Account Sales Skills Simulation
by Skillsoft - Business
Youre a salesperson for Soft Hands Shipping Company a San Francisco California based firm that specializes in the ground transportation of fragile items. You sell the company’s shipping services to all types of organizations. ...
$75.00
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Introduction to Product Management
by Skillsoft - Business
Do you have an abiding interest in planning forecasting and marketing a product or product line? Are you new to the field of product management? Or have you just been hired as a product manager? In this course youll learn strategies and techniques to help you build a foundation for understanding product management. First you will explore the fundamentals of product management. Specifically you will learn about the ways product management is changing as well as the advantages and pitfalls of the field. You will also learn the skills common to successful product managers. Then you will investigate common product management tasks and how to organize and prioritize them. Finally you will learn how to create interfunctional alliances to help you successfully perform the cross-functional role of a product manager. ...
$75.00
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Conducting Effective Sales Research Meetings
by Skillsoft - Business
Researching your target accounts is important for understanding your customers business. But only by conducting research meetings will you learn the "inside" information you need to truly understand the business fit between your company and your customer. In this course youll learn about bringing your research and communication skills together in strategic account sales (SAS) research meetings. Youll start by learning how to prepare for an effective research meeting. Next youll explore how to conduct research meetings to gather desired information. And finally youll learn how to close and follow up on your research meetings. ...
$75.00
Details
Planning Your Field Sales Approach
by Skillsoft - Business
What factors mark the difference between mediocre and great field sales performance? One characteristic of highly effective field sales representatives is their ability to efficiently plan their sales approach for both existing customers and prospects as well as managing their time and territories effectively. Planning Your Field Sales Approach provides practical tools for determining call and meeting objectives and developing appropriate openings for face-to-face selling situations. Included in the course are detailed descriptions of the six customer buying roles a field salesperson typically encounters and tips for working effectively with each. This course demonstrates how to generate effective account profiles emphasizing the information needed for effective field sales pre-call planning. Finally the course offers tips for managing time territory and paperwork in ways that will enhance performance and the bottom line. ...
$75.00
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Preparing for Inbound Sales Calls
by Skillsoft - Business
Do you think selling means waiting for the phone to ring? A successful inside sales agent begins planning long before the customer calls. Successful inside selling is all about being prepared and that means thinking ahead on customer inquiries and responses you will give. This course identifies the common perceptions that customers have of salespeople. In the course you will learn the three premises of the inside sales approach the structure of this approach and the six buying roles. The course outlines the steps involved in maintaining a superior level of call readiness including recognizing call types creating call objectives and a taking-control statement and preparing the account profiler. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common temptations. ...
$75.00
Details
Preparing for Outbound Sales Calls
by Skillsoft - Business
The most successful outbound sales calls begin long before the salesperson places the call. Successful inside selling is all about planning and being prepared. Being prepared means knowing what to expect from your customer and planning your responses. In this course you will learn about the common perceptions customers have of salespeople. You will also learn the three premises of the inside sales approach the structure of this approach and the six buying roles. The course outlines the steps involved in precall planning including recognizing call types creating call objectives and a call opening and preparing the account profile. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common temptations. ...
$75.00
Details
Gaining Access to Key Personnel at Your Target Accounts
by Skillsoft - Business
In this course youll learn about the second major component of the territorial account sales approach: communication. Youll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then youll learn about gaining access to the right level at your target account and dealing with "gatekeepers." By effectively communicating with the right people youll help to ensure positive sales results. ...
$75.00
Details
The Strategic Account Sales Approach
by Skillsoft - Business
A successful sales track record doesnt come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help ensure predictable repeatable and measurable results. In this course youll learn about the strategic account sales (SAS) approach for successful sales. Youll start by gaining an understanding of the premises and strategy behind the approach. Then youll learn how to select target accounts based on specific selection criteria and start the process of account planning. ...
$75.00
Details
Delivering High-impact Territorial Account Sales (TAS) Presentations
by Skillsoft - Business
In this course youll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting youll have with your client. This is when you show the decision makers that you have the right product and business fit for their needs. Youve done a lot of hard work so when you make your sales presentation you want it to practically close the sale for you. First youll learn how to plan and develop a high-impact presentation. Youll then explore ways to successfully deliver the presentation to your client audience. And finally youll learn how to follow up your presentation and maintain your sales momentum. ...
$75.00
Details
Completing Outbound Sales Calls
by Skillsoft - Business
You might have heard the saying "it aint over til its over." This is especially true with inside sales calls. To be a successful inside sales consultant you need to know how to keep your customers attention all the way through the close of the sale. In this course you will learn strategies for contacting the decision maker and for dealing with gatekeepers. You will learn the steps involved in a sales presentation how to determine the most effective sales strategy for your sales call and how to determine the customers valuation of your product or service. In this course you will learn the seven characteristics of effective sales presentations the steps for effectively conducting a sales presentation and strategies for presenting to different buying roles. This course also addresses strategies for successfully facilitating the close of the outbound sales call including strategies for handling customers objections. ...
$75.00
Details
Completing Your Field Sales Approach
by Skillsoft - Business
What does it take to successfully present valuable solutions and close sales while achieving a sense of accomplishment and trust between you and your customer? Completing Your Field Sales Approach highlights how to present sales solutions and close sales with your customers. Included in the course are steps and tips for overcoming customer objections effectively. Youll have opportunities to improve the flow of a sales call handle objections and close a sale as you participate in role plays. ...
$75.00
Details
Pricing and Profitability for Product Managers
by Skillsoft - Business
A crucial aspect of a product managers job is deciding what price to charge for a given product. Its equally important to understand that pricing decisions do not happen in a vacuum; the product manager will be held accountable for the success of the products he prices. Clearly its important for the product manager to understand the financial implications of his decisions. In this course youll learn about pricing factors and tactics that will affect your pricing decisions and then you will build on that knowledge to set pricing in a given business situation. Finally you will learn strategies for determining the profitability of a product. By learning these critical tasks youll be better able to make key marketing strategy decisions. ...
$75.00
Details
The Territorial Account Sales Approach
by Skillsoft - Business
A successful sales track record doesnt come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable repeatable and measurable results. In this course youll learn about the territorial account sales approach for successful sales. Youll start by gaining an understanding of the premises and strategy behind the approach. Then youll learn how to select target accounts based upon specific selection criteria and start the process of account planning. ...
$75.00
Details
Developing a New-product Strategy
by Skillsoft - Business
Product development is not a mystery. Nor is it only the concern of your research and development department. One of your main responsibilities as a product manager is to create a new-product strategy. This means that in addition to developing new-product goals you also need to develop a plan for reaching those goals. In this course youll explore the tools and techniques to help you create a new-product strategy for the products or product line for which youre responsible. First you will learn about two strategic ingredients that are essential in new-product strategies. Then you will investigate the four steps of a new-product strategy. Finally you will learn how to incorporate the four steps into your unique plan. ...
$75.00
Details
Inside Sales Skills Simulation
by Skillsoft - Business
You are an inside sales representative for Muscle-Bound Fitness a franchise of fitness facilities with a unique corporate wellness offering. ...
$75.00
Details
Effectively Using Customer-focused Research Meetings
by Skillsoft - Business
In this course youll learn about bringing your research and communication skills together in territorial account research meetings. By conducting research meetings youll get the inside perspective you need to truly understand your customer. Youll start by learning how to prepare for an effective research meeting. Next youll explore how to conduct research meetings to gather desired information. And finally youll learn how to effectively close and follow up on your research meetings. ...
$75.00
Details
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