| |
|
| |
Progressing through the Complex Sale Simulation Training Class |
|
| |
|
|
| |
|
|
| |
Progressing through the Complex Sale Simulation Training Seminar
You are a regional account representative with DME Corporation, a national direct marketing firm, which has recently opened its Fulfillment Services Division. You are charged with selling this service and have identified a potential prospect. In this simulation, the second of three in this series, you have gained access to the buying influences at MicroGalaxy, an electronic component supply company, which is evaluating the possibility of outsourcing its fulfillment function. However, because of their strong emphasis on customer service and turnaround times, they are being very cautious as they evaluate a solution. Your goal is to convince them that outsourcing is the best option and that DME should be a preferred supplier. Your ultimate goal is to gain access to the economic buying influence and to enter the negotiation phase. Your effort includes face-to-face meetings, thorough research, and preparation culminating in a key presentation to the major decision-makers within MicroGalaxy. You will also practice how to handle Thinker, Feeler, Perceiver, and Judger personality types as you approach the commercial and technical buying influences.This simulation is based on the series "Selling at the Executive Level" and contains links to the following SkillSoft courses: SALE0222, SALE0223, and SALE0224.
|
|
| |
|
|
| |
|
|
| |
|
|
| |
|
|
| |
|
|
| |
Price |
|
| |
$74.95
|
|
| |
|
|
| |
Agenda |
|
| |
Progressing through the Complex Sale Simulation
- formulating a sales strategy.
- performing a competitive analysis.
- influencing the parameters of a purchase.
- effectively presenting information to Perceivers versus Judgers.
- effectively handling Feeler versus Thinking personality types.
- identifying risks perceived by the prospect.
- tailoring your approach to the technical buying influence.
- tailoring your approach to the commercial buying influence.
- researching the audience for your presentation.
- tailoring your information to the audience.
- preparing yourself for the presentation.
- utilizing assertive speaking techniques.
- effectively handling questions and answers.
- reducing risks perceived by the prospect.
|
|
|
|
| |
|
|
| |
Audience |
|
| |
Salespeople who are tasked with selling at an executive level and who are currently involved with obtaining major accounts. Also, those sales people wanting to move up into executive-level sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed, executive-level sales people.
|
|
|
|
| |
|
|
|
|
| |
|
|
| |
|
|
|
| |
|
|
|
| |
|
|
| |
Select a market segment to view more courses
|
|
| |
|
|
| |
Or, select a category to view more Business Skills courses
|
|
| |
|
|
| |
 Browse By Category
Browse By Location
Browse New Courses
|
|
| |
|
|
|
| |
| |
|
|
|
|