STANDARD COMPETENCIES:

 

 I.      Discuss selling as a profession.

 II.     Discuss the role of personal selling and the marketing concept to an organization.

 III.    Analyze relationship selling and the role of sales professional and customer.

 IV.     Understands the working of the company, the product and the competition.

 V.      Analyze all aspects of consumer behavior relative to the buying process.

 VI.     Develop the basic fundamentals of an effective sales presentation.

 VII.    Discuss careers in selling relative to growth and reward options.

 VIII.   Evaluating the impact of planning, organizing and leadership on sales management.

 IX.     Analyze the role of territory management

 TOPICAL OUTLINE:

 

 I.      Overview of the profession

 II.     The relation process

         A.      Communication styles

 III.    Understand your company, product and competition

 IV.     Understand customer

         A.      Why people buy

         B.      The buying process

         C.      Prospecting

 V.      The presentation

         A.      Preparing the presentation

         B.      The demonstration

         C.      Handling objection

         D.      The closing

 VI.     Career options

 VII.    Managing yourself and your career

         A.      Time and territory

         B.      Planning, organizing and staffing

         C.      Motivation and compensation