Competitive Selling: Defining Value CD-Rom Training CBT

Price: $179.00

Online Training Course ID: 44541

Training Course Description / Outline:

Competitive Selling: Defining Value Computer Based Training CBT will provide the insight on why sales are lost to the competition, and will help sales professionals reduce the likelihood of losing to their competitors. The courses will provide perspectives on how to increase the perceived value of your offerings in the eyes of the customer and to decrease the perceived value offered by your competitors.

Learn To

• Differentiate between customer needs, wants, and requirements.
• Identify guidelines to build value for customers.
• Identify methods of implementing value-added selling strategies.
• Identify guidelines for effective value-added selling.
• Identify methods used in needs analysis.
• Identify key elements of differentiating a product.
• Identify steps in building relationship with the customer.
• Identify guidelines for adding value after the sale.

Training Audience

The course is for experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is designed for sales professionals who have been selling for 1-3 years and who have the need to perform analysis of product and service offerings and create tactical plans for dealing with highly competitive sales situations. The secondary audience for this series includes sales managers and marketing professionals.

Total Training Time

2 hours

Training Objectives

Unit 1: Defining Value

• Differentiate between customer needs, wants, and requirements.
• Identify different ways of defining value.
• Identify the three components of value that are important for customers.
• Identify guidelines to build value for customers.
• Identify types of value and their importance from a customers? viewpoint.
• Identify aspects of adding value for customers.

Unit 2: Introduction to Value-Added Selling

• Identify the importance of value-added selling.
• Identify methods of implementing value-added selling strategies.
• Identify obstacles to value-added selling.
• Identify guidelines for effective value-added selling.

Unit 3: Steps in Value-Added Selling

• Identify methods used in needs analysis.
• Identify key aspects involved in positioning a product.
• Identify key elements of differentiating a product.
• Identify key guidelines for presenting value to the customer.
• Identify aspects of post-sales customer service.
• Identify steps in building relationship with the customer.
• Identify guidelines for adding value after the sale.