SAMG2255

Today's sales professional is involved in building long-term relationships with customers. Students in this course will develop skills which will help them define their customers businesses, learn how to communicate with a variety of peoples' styles, and know the sales process from rapport building through follow-up. Upon successful completion of this course students will have mastered the areas of networking, prospecting, time management, self-leadership, sales territory management, and setting sales goals. Students will build upon the skills they developed in Professional Sales Fundamentals.Student Learning Outcomes

• Plan the sales process from prospecting through follow-up.
• Demonstrate prospecting methods, lead generation, and cold calling techniques and as they apply to the sales process.
• Develop a sales network.
• Demonstrate appointment closing call strategies.
• Research various sales support technologies.
• Utilize value propositions and value statements.
• Write sales proposals that incorporate appropriate pricing strategies.
• Explore sales aids as applied to customer engagement.
• Demonstrate methods to overcome different types of buyer resistance.
• Demonstrate sales conversations and flexing techniques for various communication styles.
• Map sales territory and routes employing time management strategies.
• Demonstrate self-leadership skills.
• Calculate sales goals and budgets.
• Compare compensation packages.
• Interpret sales representative contract laws.