Week 1 : Evolution of Field Sales, Relationship driven Selling-Fundamentals, Value based Selling strategies, Communication for Sales, Theoretical Foundation Product Life Cycle (PLC) and chasm
Week 2 : Products and Solutions, Approaches for Solution Selling, Buying Process Fundamentals-I, Buying Process Fundamentals- II, Opportunity classifications
Week 3 : Account based sales management, Adaptive Selling strategy, Consultative Interactions for the sales person, Pitching and Presentation, Sales Negotiation
Week 4 : Adaptive Sales Closing, Service management post-sales, Managing Sales Teams, Sales Automation, Personal Development for the Sales manager
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