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CBT Training Courses
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Competitive Selling: Enhancing Value CD-Rom Training CBT
Price: $179.00
Online Training Course ID: 44542
Training Course Description / Outline:
Competitive Selling: Enhancing Value Computer Based Training CBT course will provide insight to sales professionals on differentiating their product or service and building value for customers. This course will help provide critical perspectives on factors affecting value and how to determine value in a product or service. The course also outlines the importance of competitive advantage and how to make competitive advantage work. Further, it introduces ways in which you can Learn strengths and weaknesses, create customer profiles, develop a selling strategy, and continuously provide value to meet customer needs.
Learn To
- Learn types of value as perceived by the customer.
- Learn guidelines for analyzing strengths and weaknesses.
- Learn guidelines for using Strength / Weakness / Opportunity / Threat (SWOT) analysis.
- Learn steps involved in customer-focused selling.
- Learn guidelines for creating selling strategies.
- Learn action points for articulating customer needs.
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.
- Learn different ways of defining value.
- Learn the three components of value that are important for customers.
- Learn guidelines to build value for customers.
- Learn types of value and their importance from a customers? viewpoint.
- Learn aspects of adding value for customers.
Unit 2: Introduction to Value-Added Selling
- Learn the importance of value-added selling.
- Learn methods of implementing value-added selling strategies.
- Learn obstacles to value-added selling.
- Learn guidelines for effective value-added selling.
Unit 3: Steps in Value-Added Selling
- Learn methods used in needs analysis.
- Learn key aspects involved in positioning a product.
- Learn key elements of differentiating a product.
- Learn key guidelines for presenting value to the customer.
- Learn aspects of post-sales customer service.
- Learn steps in building relationship with the customer.
- Learn guidelines for adding value after the sale.