Course

Course Summary
Credit Type:
Course
ACE ID:
DLCR-0025
Organization's ID:
DLCR-0021
Location:
Classroom-based
Length:
24 hours delivered in either a 3 day (8 hour sessions) or an 8 week format (3 hour sessions)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 Sales
Description

Objective:

The course objective is to provide students with the principles and skills necessary to build relationships and earn customer trust to increase sales results.

Learning Outcomes:

  • Apply attitude improvement steps to drive sales results
  • Create a social media presence to establish rapport and build relationships
  • Identify the best opportunities to network
  • Deliver a presentation using the DEFEATS model
  • Recognize different characteristics of buyers and factors that affect purchasing decisions
  • Construct power questions to discover information about the prospect's needs
  • Identify common objections in order to respond to them

General Topics:

  • Sales success attitude, prepare to walk in the prospect's shoes, attract them like a magnet, connect through networking and Internetworking, engage them so they want to buy, presentation rules, remove risks from the buying equation, appeal to motives and gain commitment, deliver after the sale, stay in touch, follow through and serve, and S.O.A.R. to success
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises
Supplemental Materials