Fundamentals of Selling
Class Outline:
Description:
This course teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.
Table Of Contents:
Unit 1: Sales fundamentals
Topic A: The sales process
Topic B: Elements of selling
Topic C: Understanding sales terms
Unit 2: Your professional self
Topic A: Developing your character
Topic B: Managing yourself
Unit 3: Handling clients
Topic A: Finding your clients
Topic B: Connecting with your clients
Topic C: Finding solutions
Unit 4: The sales presentation
Topic A: Anticipating objections
Topic B: Creating a sales presentation
Topic C: Responding to objections