Full course description

Sales: prospecting, Qualifying and Completing

Friday, November 3, 2017

9:00 am - 3:30 pm

The Enterprise Center at Salem State University

In this one-day program, you'll learn the basics of buying and selling, the history of sales, and the sales model. You'll learn about selling skills including communication and motivation, the selling and buying processes, various types of prospecting, and the qualifying and questioning process. Then you will learn about presenting to various types of buyers, negotiating and closing a sale, and providing customer service to bolster loyalty. Finally, you'll apply what you've learned and discover resources and tools to help you in your selling.

Topics Include:

Introduction to Selling
-Introduction to Buying and Selling
-The History of Selling
-The Sales Model

Sales Skills
-Organization
-Communication
-Personal Motivation

The Sales Process
-The Selling Process
-The Buying Process

Prospecting
-Introduction to Prospecting
-Prospecting Methods
-Phone Prospecting

Qualifying
-The Qualifying Process
-The Questioning Process

Presenting
-Selling Process and Strategy
-Buyer Types
-Presenting to Buyers

Completing
-Negotiating
-Closing the Sale

Servicing
-Customer Service
-Customer Loyalty
-Service as a Process

Using What You've Learned
-The Implementation Phase
-The 21-Day Technique

NOTE: A parking permit will be emailed to all registered/paid participants shortly before the class date.

REFUND POLICY: 100% refund before the first class meeting. 50% before the second class meeting. No refunds after the second class meeting.

In the case of a Salem State Online class, 100% refund before the scheduled start date. No refunds once the Salem State Online class begins. For all other online classes (Gatlin, Ed2go, or MindEdge, no refunds of any kind will be issued). Please call Andrea DiVirgilio at 978-542-6302 for more information.