Selling Fundamentals

Course Number: Self-Study

Course Code: MKA 1021

The Selling Fundamentals course prepares students with a detailed, yet broad, step-by-step selling process that is universal in nature. Selling Fundamentals demonstrates to students the order of steps within the selling process; provides numerous examples of what should be in each step; and shows how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, Selling Fundamentals teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Topics covered include:
– An Illustrated Overview of Selling
– Life, Times, and Career of the Professional Salesperson
– Relationship Marketing: Where Personal Selling Fits
– Ethics Firstƒ?? Then Customer Relationships
– The Psychology of Selling: Why People Buy
– Communication for Relationship Building: It’s Not All Talk
– Sales Knowledge: Customers, Products, Technologies
– Prospecting – The Lifeblood of Selling
– Planning the Sales Call Is a Must!
– Carefully Select Which Sales Presentation Method to Use
– Begin Your Presentation Strategically
– Elements of a Great Sales Presentation
– Welcome Your Prospect’s Objections
– Closing Begins the Relationship
– Service and Follow-Up for Customer Retention
– Time, Territory, and Self-Management: Keys to Success
– Planning, Staffing, and Training Successful Salespeople
– Motivation, Compensation, Leadership, and Evaluation of – Salespeople

Audience: Anyone interested in improving their selling skills

Prerequisites: n/a

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Member Price: $645.00
Non-Member Price: $695.00
Textbook Charge: $0.00

Credits: 3

Length:

ABA Training