Sales Prospecting, Qualifying, and Completing + CertBlaster Study Guide

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

Buy Now: $124.99

Course ID: sales-pros-qual-comp-sg

Take your selling skills to a new level by learning how to find and qualify prospects and complete the sale. The Sales Prospecting, Qualifying, and Completing study guide is one of our professional skills and computer training books that follows a self-directed learning format. This means that you can learn these vital skills on your own terms, at your own pace.

The Sales Prospecting, Qualifying, and Completing courseware has earned a remarkable 4.9/5.0 in overall quality from ProCert Labs. The book will introduce you to the sales model that was developed by iSpeak.

Nine full units of material teach you about the organizational, communication, and personal motivation skills that each and every sales person should have. You will explore each stage of the selling process including prospecting, qualifying, presenting, closing, and servicing.

You can take this course at your own pace. Choosing to follow a unit per day would enable you to complete the course in just nine days. If you want more immediate results, you can easily take on two or three units per day and complete the course in a fraction of that time. No matter what pace you set, you are in charge of your learning.

The Sales Prospecting, Qualifying, and Completing courseware also contains hands-on exercises that allow you to try out your new skills in a non-threatening environment. By participating in these activities, you will become comfortable with these new strategies and be ready to try them out on the job.

Course Contents

Unit 1 presents an introduction to selling

• An introduction to buying and selling
• A look at the sales model

Unit 2 discusses sales skills

• Organization skills
• Communication skills
• Personal motivation skills

Unit 3 goes over the sales process

• The selling process
• The buying process

Unit 4 discusses prospecting for customers

• An introduction to prospecting
• Prospecting methods
• Telephone prospecting

Unit 5 covers qualifying customers

• The qualifying process
• The questioning process

Unit 6 discusses presenting

• The selling process and sales strategies
• Types of buyers
• Presenting to buyers

Unit 7 covers completing the sales

• Negotiating the terms of the sale
• Closing the sale

Unit 8 goes over servicing

• Customer service
• Service as a process

Unit 9 covers using what you've learned

• The implementation phase
• Resources and tools