Sales Prospecting, Qualifying, and Completing Study Guide

1-4239-5158-1 © 2007 Publish date: August 13, 2006 156 pages

Buy Now: $124.99

Course ID: sales-pqc-sg

CBT Planet has a huge selection of business skills and computer training books that are highly rated. The Sales Prospecting, Qualifying, and Completing study guide has earned a 4.9/5.0 rating in overall quality from ProCert Labs.

If you want to improve your selling skills, this manual will introduce you to iSpeak's sales model. You will learn how organization, communication, and personal motivation work together to improve the bottom line. These are important sales skills that every salesperson should have.

Use the Sales Prospecting, Qualifying, and Completing courseware to learn about each stage of the sales process: prospecting, qualifying, presenting, completion, and servicing. You'll get an overview of buying and selling, learn about the sales model, understand both the buying and the selling processes, how to prospect for customers, how to qualify potential customers, how to present your products or services, how to negotiate and close the deal, and how to service your customers once the sale has been completed.

This comprehensive courseware includes nine full units and hands on activities to reinforce your learning. This highly-rated Sales Prospecting, Qualifying, and Completing courseware is an essential tool to help you become a more effective salesman. You can use this course on your own time to improve your selling skills.

Course Contents

Unit 1 introduces selling

• An overview of buying and selling
• The sales model

Unit 2 covers sales skills

• Organization
• Communication
• Personal motivation

Unit 3 discusses the sales process

• The selling process
• The buying process

Unit 4 covers prospecting

• An overview of prospecting
• Prospecting methods
• Phone prospecting

Unit 5 discusses qualifying

• The qualifying process
• The questioning process

Unit 6 covers presenting

• The selling process and strategy
• Buyer types
• Presenting to buyers

Unit 7 talks about completion

• Negotiating
• Closing the sale

Unit 8 covers servicing

• Customer service
• Using service as a process

Unit 9 talks about incorporating what you've learned

• The implementation phase
• Resources and tools