| Lecture # |
Subject Title |
| Week 1: |
Introduction to Sales |
| Presenters: |
Scott Bush, BA
Kurt D. Miller, BBA, MBA
|
| 1 |
Introduction to Expert Selling |
| 2 |
Salesperson’s Roles and Responsibilities |
| 3 |
Goodbye 9 to 5 |
| 4 |
Operating Outside of the Sales Role |
| 5 |
Sales Quotas and Expectations |
| Week 2 |
The Game Plan |
| Presenter: |
Scott Bush, BA
|
| 6 |
Setting Sales Goals and Objectives |
| 7 |
The Rule of Ten |
| 8 |
Creating a Balance |
| Week 3: |
The Sales Process |
| Presenter: |
Scott Bush, BA
|
| 9 |
The Sales Process - Greeting and Introduction |
| 10 |
The Sales Process - Needs Assessment |
| 11 |
The Sales Process - Sales Presentation |
| 12 |
The Sales Process - Validate |
| 13 |
The Sales Process - Negotiate |
| 14 |
The Sales Process - Close |
| 15 |
The Sales Process - Post-Sales Activities |
| Week 4: |
Time and Territory Management |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 16 |
Effective Management of Time and Territory |
| 17 |
Territorial Organization |
| 18 |
Target Account Planning |
| 19 |
Territory Effectiveness |
| 20 |
Activity Management |
| 21 |
Proactive Versus Reactive |
| 22 |
Common Causes of Time and Territory Delays |
| 23 |
Rules of Engagement |
| Week 5: |
The Buying Process: Customer’s Point of View |
| Presenter: |
Scott Bush, BA
|
| 24 |
The Buying Process - Initial Interest |
| 25 |
The Buying Process - Education |
| 26 |
The Buying Process - Transfer of Ownership |
| 27 |
The Buying Process - Rationalization and Decision
|
| Week 6: |
Prospecting and Preparation Prior to Initial Call |
| Presenter: |
Robert V. Boylan, BS, MBA
|
| 28 |
Keys to Prospecting Success |
| 29 |
Prospect Profiling |
| 30 |
Prospecting Techniques |
| 31 |
Prospecting Sources |
| 32 |
Prospecting Methods |
| 33 |
Educating Prospects |
| Week 7: |
Qualification |
| Presenter: |
Scott Bush, BA
|
| 34 |
Question 1: Decision-Maker and Budget |
| 35 |
Question 2: Timelines |
| 36 |
Question 3: Decision-Making Process
Question 4: Decision Criteria
|
| 37 |
Question 5: Prospect’s Motivation
Question 6: Product’s Ability to Meet Prospect’s Needs
|
| 38 |
Question 7: Competitive Advantage |
| Week 8: |
Handling Objections and Closing Skills |
| Presenters: |
Robert V. Boylan, BS, MBA
Scott Bush, BA
|
| 39 |
Tools and Techniques |
| 40 |
Types of Objections |
| 41 |
Responding to Objections |
| 42 |
The Closing Process |
| 43 |
Buying Signals |
| 44 |
Closing Techniques |
| 45 |
Closing Examples |
| 46 |
Course Conclusion |