Sales Training CD
Solution Selling: Developing a Winning Strategy
In Solution Selling: Developing a Winning Strategy, you will learn how to research market conditions and analyze your competitors using a SWOT matrix. You will also learn the steps of the consulting strategy and what
questions you should ask when planning solutions for clients. In addition, you will learn the steps to take to help clients find solutions to their needs.
Learn To:
- Complete a SWOT matrix.
- Choose appropriate clients for an advisory panel.
- Narrow the field of prospective clients.
- Complete the three steps of the consulting strategy.
- Calculate a client's return on investment.
- Complete the six steps for solving a client's problems.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn how to use various sales strategies to improve their sales approaches.
Total Learning Time: 2 - 4 Hour(s)
|
Product
|
CODE
|
Price
|
Order
|
|
Solution Selling: Developing a Winning Strategy CD-ROM
|
ng44505
|
$110
|
|
Solution Selling - Sales Training CD's Course Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Correctly list the six basic steps of the sales process.
- Identify three selling strategies.
- Simulation Overview: In this simulation, you will meet with Jack Sullivan, Icon's Regional Vice President of Sales, to discuss the basic steps of the sales process
and three different sales strategies that can be used to target individual or commercial clients.
Unit 2: Study the Market
Duration: 0.5 - 1 Hour(s)
- Analyze your competitors.
- Complete a SWOT matrix.
- Choose appropriate clients for an advisory panel.
- Research commercial clients.
- Narrow the field of prospective clients.
- Simulation Overview: In this simulation, you will meet with Patricia Davis, a District Sales Manager in the Consumer Products Division. Patricia's sales district is one
of Icon's most productive. She will ask you a series of questions about the different methods used to monitor current market conditions and consumer trends and
about the factors you should consider when researching potential clients.
Unit 3: Consult with Your Clients
Duration: 0.5 - 1 Hour(s)
- Correctly list the three steps of the consulting strategy.
- Complete the three steps of the consulting strategy.
- Calculate a client's return on investment.
- Simulation Overview: In this simulation, you will meet with Crystal Mathews, a salesperson and one of your co-workers in Icon's Web Services Department.
Crystal has just been assigned to handle Shaunessey Imports, a potential client that is looking for a website design service. She is uncertain about how to consult
with her client's representatives about the company's needs. As her peer, you must use the steps of the consulting strategy to help her develop a sales proposal
and consult with the Shaunessey representatives.
Unit 4: Develop Solutions
Duration: 0.5 - 1 Hour(s)
- Ask two specific questions before helping clients find solutions.
- Correctly list the six steps for solving problems.
- Complete the six steps for solving problems.
- Identify implied need statements.
- Simulation Overview: In this simulation, you will meet with Marcus Robinson, the owner of Windy City Computer Solutions, and Elizabeth Thomas, the Business
Manager for the same company. They want to implement an Internet website and an online catalog. As a salesperson in the Web Services Department, you need to
follow the appropriate steps to develop a solution that meets their needs.
|
