Sales Skills Advanced Study Guide

0-619-21458-9 © 2003 Publish date: April 2, 2003 90 pages

Buy Now: $29.99

Course ID: sales-skills-adv-sg

Become a more effective sales person by studying the more advanced selling skills found in the Sales Skills Advanced study guide. This course is the second in our series of professional development and computer training books dedicated to improving your selling skills.

The Sales Skills Advanced courseware picks up where the basic course left off. You will learn how to connect with and build relationships with your customers, help your customers envision their needs, and negotiate with them in order to meet those needs. You will also learn about how to study the market and analyze your competition.

This course contains four full units as well as numerous activities that allow you to research customers, implement consulting strategies for developing solutions for your customers, close a sale, and follow up after your sale.

Using the Sales Skills Advanced courseware takes place under your own terms. If you want to complete the course right away so that you can begin putting these new skills to work for you, you can likely finish in a day. If you prefer a slower, methodical approach, you can tackle one unit per day and complete the training in less than a week. No matter what pace you set, by completing this course, you can improve your selling skills.

Course Contents

Unit 1 covers how to earn customer commitment

• Building relationships with customers
• Demonstrating needs
• Satisfying the needs

Unit 2 discusses studying the market

• Sales strategies
• How to analyze markets and competitors
• How to research customers

Unit 3 goes over developing winning strategies

• Consulting with customers
• Developing solutions

Unit 4 discusses ways to effectively close a sale

• Demonstrating the benefits of the product or service
• Confirming the customer's commitment
• Closing the sale and following up after the sale