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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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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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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
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
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 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
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
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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