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Table of Contents

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Program Details

PART ONE – KNOWLEDGE AND SKILL REQUIREMENTS
Chapter 1: Selling and Salespeople
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Buying Behavior and the Buying Process
Chapter 4: Using Communication Principles to Build Relationships
Chapter 5: Adaptive Selling for Relationship Building
PART TWO - THE PARTNERSHIP PROCESS
Chapter 6: Prospecting
Chapter 7: Planning the Sales Call
Chapter 8: Making the Sales Call
Chapter 9: Strengthening the Presentation
Chapter 10: Responding to Objections
Chapter 11: Obtaining Commitment
Chapter 12: Formal Negotiating
Chapter 13: Building Partnering Relationships
Chapter 14: Building Long-Term Partnerships
PART THREE - THE SALESPERSON AS MANAGER
Chapter 15: Managing Your Time and Territory
Chapter 16: Managing within Your Company
Chapter 17: Managing Your Career
Role Play Case 1: Stubb's Bar-B-Q
Role Play Case 2: NetSuite