Professional Development

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Demo for a Sales Course by coofluence
by coofluence
OVERVIEW: This is a small demo course that we created to showcase our capabilities to a client. This segment deals with the four "Ps" of marketing - product, place, placement and pricing. STORY OUTLINE: A sales team of a retail store is trying to resolve a sales problem. A store ice-cream brand "Red Berry" is not selling well despite being a great product. The story takes a dramatic turn where the ice-cream cone comes out to reveal that it is being under-priced. The team realizes that they overlooked the pricing "P" factor in the four Ps of marketing. Design Strategy: We focused on story based format and advanced speaking character graphics in this short clip. We made it fun and engaging using good story told through a script and great graphics to back it up. FULL COURSE: Of course, the full course has quizzing, games, branching and has many more chapters. Read More
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Delivering High-impact Territorial Account Sales (TAS) Presentations
by SkillSoft
In this course, you'll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting you'll have with your client. This is when you show the decision makers that you have the right product and business fit for their needs. You've done a lot of hard work, so when you make your sales presentation, you want it to practically close the sale for you. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.Audience: Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accountsObjectives: Preparing TAS Presentations recognize the value of effectively preparing high-impact sales presentations. match the actions for developing an effective presentation draft to the corresponding aspects and elements. assess a given situation and recommend the correct elements to incorporate in an effective presentation draft. apply the actions for preselling a sales presentation in a given scenario. apply the actions for reviewing a sales presentation draft with a coach in a given scenario. match the actions for rehearsing a sales presentation to the corresponding examples. analyze a given situation and make suggestions for how someone could rehearse a sales presentation more effectively. match the checklist items to verify before delivering a sales presentation to the corresponding examples.Delivering TAS Presentations recognize the importance of successfully delivering your sales presentation. open a sales presentation in a given scenario. deliver a territorial account sales presentation in a given scenario.Closing TAS Presentations and Following Up recognize the importance of effectively closing and following up your sales presentation. identify the actions to follow when presenting the action-steps section of a sales presentation. apply the actions to maintain momentum after a sales presentation in a given scenario. Duration: 5 Read More
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Territorial Account Sales Skills Simulation
by SkillSoft
You're 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. Wine Cellar of California sells wine to restaurants throughout the state, and it becomes one of your target accounts. You will do some preliminary research on this company and then request a research meeting with a contact there. Then you will try to develop this contact into a coach in the hopes of enlisting her help in getting past a gatekeeper to gain access to your target account's decision maker. If you gain access to the decision maker, you will need to emphasize your company’s business fit with Wine Cellar of California, and then attempt to arrange to give a sales presentation. This simulation is based on the SkillSoft series "Territorial Account Sales Skills" and contains links to the following courses: SALE0111, SALE0112, SALE0113, and SALE0114.Audience: Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts.Objectives: Territorial Account Sales Skills Simulation researching a target account. emphasizing your company's business fit with a target account. requesting a research meeting. conducting effective research meetings. developing a coach at a target account. using a coach to gain access to decision makers at a target account. dealing with gatekeepers at a target account. using a territorial account approach. Duration: 0.5 Read More
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Listening to your Customers
by SkillSoft
The key to effective communication is practicing good listening skills. This Business Impact explores the concept of active listening and the crucial difference between hearing and understanding.Objectives: Listening to Your CustomersDuration: 0.1 Read More
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Crafting Sales Strategies
by SkillSoft
Successful sales iniatives often require rapid responses to opportunities. This challenge focuses on strategies for making rapid in-roads into available markets.Objectives: Crafting Sales StrategiesDuration: 0.2 Read More
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Delivering High-Impact Sales Presentations
by SkillSoft
The most important meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain goes up on your sales presentation, you want an award-winning performance. In this course, you'll learn about the third major component of the strategic account sales (SAS) approach--presentation. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.Audience: Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accountsObjectives: Preparing for Strategic Account Sales (SAS) Presentations recognize the value of effectively preparing high-impact strategic account sales presentations. match the steps for creating an effective draft of a strategic account sales presentation to the corresponding aspects. analyze a given situation and recommend the correct elements to incorporate in an effective draft of a strategic account sales presentation. apply the steps in the strategic account sales presentation preselling process in a given scenario. apply the steps for reviewing a strategic account sales presentation draft with a coach in a given scenario. analyze a given situation and make suggestions for how someone could rehearse a strategic account sales presentation more effectively. identify the items to verify on the prepresentation checklist.Delivering the SAS Presentation select the reasons why it's important to successfully deliver a strategic account sales presentation. apply the steps for opening a strategic account sales presentation in a given scenario. differentiate between the strategies used to present the customer-company overview section of a strategic account sales presentation. differentiate between the strategies used to present the selling-company overview section of a strategic account sales presentation. match the strategies for presenting the business-fit section of a strategic account sales presentation to the corresponding examples. choose the one answer that correctly identifies the actions to take when presenting the action-steps section of a strategic account sales presentation. deliver the "meat" of a strategic account sales presentation in a given scenario.Closing the SAS Presentation and Moving Ahead choose the reasons why it's important to effectively close and follow up after a strategic account sales presentation. match the questions for forming an action plan to the corresponding examples. match the actions for maintaining momentum after a strategic account sales presentation to the corresponding examples. maintain momentum after a strategic account sales presentation in a given scenario. Duration: 6 Read More
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Pricing Strategy
by SkillSoft
Brand managers frequently must determine pricing strategies for new products. This challenge examines some of the key factors involved with making such decisions.Objectives: Pricing StrategyDuration: 0.2 Read More
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Strategic Account Sales Skills Simulation
by SkillSoft
You're an architectural renovation sales consultant for The Architectural Services Company (TASC). You sell design and project control services to commercial businesses. After attending a crowded book reading at Bigler's Books, you determine that the store is a potential customer for your company's services. You use a strategic account sales approach to do research on your own and then conduct research meetings with some contacts that work for the store. Unfortunately, you discover that Bigler's manager has serious reservations about remodeling and expanding. To overcome his objections and gain access to the decision maker, you will need to use effective strategies for dealing with a gatekeeper and emphasize the business fit between your company and the store. This simulation is based on the SkillSoft series "Strategic Account Sales Skills" and contains links to the following courses: SALE0131, SALE0132, SALE0133, and SALE0134.Audience: Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accounts.Objectives: Strategic Account Sales Skills Simulation using a strategic account sales approach. researching target accounts. emphasizing business fit between your company and target accounts. requesting sales research meetings. conducting effective sales research meetings. closing sales research meetings. dealing with gatekeepers at target accounts. Duration: 0.5 Read More
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Selling to Key Players
by SkillSoft
Every company has its key players in the purchasing chain. However, position and title do not always indicate who has authorization to make purchasing decisions. Here we examine how to maximize sales opportunites by reaching the right audience.Objectives: Selling to Key PlayersDuration: 0.1 Read More
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Planning for Effective Selling
by SkillSoft
Selling with a seat-of-the-pants approach is a gamble. This Business Impact details an alternate approach.Audience: Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.Objectives: Planning for Effective SellingDuration: 0.1 Read More
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