Certified Professional Salesperson^TM

 

 

 

 

 

 

Course brochure

Click here to download a detailed brochure about the course

Prerequisite

None, other than practical experience and the desire to learn.

Duration

4 - 6 Days

Certification

Exam - 100 multiple-choice questions based on the following content:

DEVELOPING A PERSONAL SELLING PHILOSOPHY

Personal Selling and the Marketing Concept
Evolution of Consultative Selling
Evolution of Strategic Selling
Evolution of Partnering
Value Creation - the New Selling Imperative

CREATING VALUE WITH A RELATIONSHIP STRATEGY

Thought Processes That Enhance Your Relationship Strategy
Verbal and Non-verbal Strategies that Enhance Relationships
Conversational Strategies that Enhance Relationships Strategies for Self Improvement

COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING

Introduction to Adaptive Selling
Communication Style Model
Minimizing Communication Style Bias Achieving Versatility Through Style Flexingt

ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING

Making Ethical Decisions
Factors Influencing the Ethics of Salespeople
A Personal Code of Ethics that Adds Value Ethical and Legal Issues in International Business

THE BUYING PROCESS AND BUYER BEHAVIOR

Developing a Customer Strategy
Consumer versus Business Buyers
Achieving alignment with the Customer's Buying Process Understanding the Buying Process of the Transactional, Consultative and Strategic Alliance Buyer
Understanding Buyer Behavior

DEVELOPING AND QUALIFYING A PROSPECT BASE

Prospecting - An Introductiony
Prospecting Requires Planning
Sources of Prospects Qualifying the Prospect
Collecting and Organizing Prospect Information
Managing the Prospect Base

APPROACHING THE CUSTOMER WITH ADAPTIVE SELLING

Developing the Presentation Strategy
Planning the Pre-approach
Developing the Six-Step Presentation Plan The Approach
Converting the Prospect's Attention and Arousing Interest

CREATING THE CONSULTATIVE SALES PRESENTATION

Transitioning from the Approach
Need Discovery Activities that Add Value
Selecting Solutions that Add Value Need satisfaction - Selecting a Presentation Strategy
Developing a Persuasive Presentation Strategy that Creates Value

CREATING VALUE WITH THE SALES DEMONSTRATION

How the Sales demonstration Adds Value Value
Guidelines for Planning Demonstrations That Add Value Selling Tools for Effective Demonstrations
Elements of an Effective Group Sales Presentation

NEGOTIATING BUYER CONCERNS

Formal Integrative Negotiation - Part of the Win/Win Relationship Strategy
Common Types of Buyer Concerns Specific Methods of Negotiating Buyer Concerns
Creating value during Formal Negotiations
Working with Buyers Trained in Formal Negotiation

ADAPTING THE CLOSE AND CONFIRMING THE PARTNERSHIP

An Attitude that Adds Value
Guidelines for Closing the Sale Recognizing Closing Clues
Specific Methods for Closing the Sale
Confirming the Partnership when the Buyer Says Yes

SERVICING THE SALE AND BUILDING THE PARTNERSHIP

Building Long-Term Partnerships with Customer Service
Current Developments in Customer service Customer Service Methods that Strengthen the Partnership
Partnering with an Unhappy Customer

OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY

A Four Dimensional Process
Time Management Territory Management
Records management
Stress management

More detailed descriptions of the above are available on request.

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