Vital Learning Online
Coaching the Consultative Sales Process
02PDVM11 $99
Coaching the
Consultative Sales Process is an interactive online skill builder
for sales management professionals. The purpose of this skill
builder is to develop your understanding of sales coaching,
including planning the coaching call, making the coaching call,
and providing feedback after the call. Your ability to
effectively coach salespeople will directly impact your career as
a sales coach/manager and your sales people's
careers.
Course Length: Internet/Intranet-1 hour
Click Here to Register.
Course Description
Coaching the Consultative Sales Process is an interactive online
skill builder for sales management professionals. The purpose of
this skill builder is to develop your understanding of sales
coaching, including planning the coaching call, making the
coaching call, and providing feedback after the call. Your
ability to effectively coach salespeople will directly impact
your career as a sales coach/manager and your sales people's
careers.
Course Objectives
Upon completion of this course, you will:
- Develop your understanding of where and how coaching applies
in the overall performance management process.
- Improve the effectiveness of your salespeople through
coaching essential sales-call-related skills.
- Engage a model, processes, and tools you can apply in
coaching salespeople.
Contact Information
For more information or to register contact Bismarck State
College's Southwest Workforce Training program at (701) 483-2139
or email Cheryl.Templeton@bsc.nodak.edu
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Managing Sales Obstacles 02PDVM12
$99
Effective sales coaching
is essential to the long-term success of both new and experienced
salespeople. Coaching in this course is based on sales call
observations focusing primarily on sales skills and processes.
The overall coaching model can also be used to counsel
salespeople about their performance, based on other
results/observations. The sales skills/processes are those
necessary to sales call effectiveness, as practiced by most
successful salespeople, and/or taught in most proven sales skills
training programs.
Course Length: Internet/Intranet-1 hour
Click Here to Register.
Course Description
As a salesperson, you are often faced with obstacles to making
the sale. Obstacles prevent the customer from moving ahead with
you in the sales (call) process. The customer raises an issue
that must be addressed before he/she can agree to continue. This
training provides you with a process for managing obstacles that
can help resolve such issues with the customer. Managed
skillfully, obstacles can be opportunities to improve your
understanding of the recommendations.
Course Objectives
To develop your effectiveness in managing sales obstacles, this
training will:
- Define sales obstacles and the sales (call) process.
- Examine how to identify sales obstacles.
- Examine a process for responding to sales obstacles.
- Conclude with an application exercise allowing you to apply
what you have learned.
Contact Information
For more information or to register contact Bismarck State
College's Southwest Workforce Training program at (701) 483-2139
or email Cheryl.Templeton@bsc.nodak.edu
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Planning Effective Sales Calls 02PDVM13
$99
Planning Effective
Sales Calls is an interactive online skill builder for sales
management professionals. The purpose of this skill builder is to
develop your understanding of how to effectively plan for sales
calls. Specifically, this skill builder will address how to
profile customers, plan calls, and conduct post-call
analysis.
Course Length: Internet/Intranet-1 hour
Click Here to Register.
Course Description
Effective sales call planning is essential to the successful
outcome of any sales call. All effective sales call planning
consists of three major components. During this course, you will
address each of the three major components:
- Customer Profiling--Assembling the information that you
already know about a customer's situation that will impact your
sales call.
- Call Planning--Developing a plan that outlines the actions
that you want to take in conducting the sales call.
- Post-Call Analysis--Reviewing the results of the sales call
as a basis for planning and conducting your next call in the
overall sales cycle.
Course Objectives
The overall objective of this course is to improve your ability
to effectively plan sales calls. To achieve this overall
objective, you will learn to:
- Visualize and plan calls using a systematic process.
- Establish a realistic outcome for a sales call.
- Get a strong start in the call with a well-planned opening
that focuses the call.
- Prepare questions to increase your understanding of the
customer's situation.
- Anticipate and plan responses for sales obstacles.
Contact Information
For more information or to register contact Bismarck State
College's Southwest Workforce Training program at (701) 483-2139
or email Cheryl.Templeton@bsc.nodak.edu
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Sharpening Your Active Listening Skills
02PDVM14 $99
Sharpening
Your Active Listening Skills, is an interactive online skill
builder for sales professionals. The purpose of this skill
builder is to develop your active listening skills. Listening is
far more than just hearing. This course will help you in your
ability to understand the speaker's message; know what the
speaker's statements mean; and understand the reasons behind the
message.
Course Length: Internet/Intranet-1 hour
Click Here to Register.
Course Description
Sharpening Your Active Listening Skills, is an interactive online
skill builder for sales professionals. The purpose of this skill
builder is to develop your active listening skills. Listening is
far more than just hearing. This course will help you in your
ability to understand the speaker's message; know what the
speaker's statements mean; and understand the reasons behind the
message.
Course Objectives
The program will develop a participant's:
- Understanding of the key factors that impact listening
effectiveness.
- Listening effectiveness through the application of key
strategies.
- Direct skills.
Contact Information
For more information or to register contact Bismarck State
College's Southwest Workforce Training program at (701) 483-2139
or email Cheryl.Templeton@bsc.nodak.edu
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Value-Added Selling 02PDVM15
$99
Value Added Selling is an
interactive online skill builder for sales professionals. The
purpose of this skill builder is to develop your understanding of
how to effectively add value to your sales. Specifically, this
skill builder will address how to establish rapport and trust,
methods for presenting your value, and value-added services to
close the sale. Value-added selling is essential to the
successful outcome of any sales call, especially when buyers have
faith in your product, but still have doubts about buying. During
this course, the major components of value-added selling will be
addressed.
Course Length: Internet/Intranet-1 hour
Click Here to Register.
Course Description
Value-added selling is essential to the successful outcome of any
sales call, especially when buyers have faith in your product but
still have doubts about buying. During this course, we will
address the major components of value-added selling.
Course Objectives
During this course you will:
- Examine the barriers to rapport.
- Analyze your own communication style.
- Explore questioning.
- Outline objectives, benefits, and features.
- Review services to close the sale.
Contact Information
For more information or to register contact Bismarck State
College's Southwest Workforce Training program at (701) 483-2139
or email Cheryl.Templeton@bsc.nodak.edu
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