Duration: 2 days
Designed for: Salespeople brand new to sales
Content:
- Buying cycles
- Selling cycles
- Key definitions:
- benefits
- features
- criteria
- capabilities
- develop needs
- tell your story
- qualify the potential sale
- gain commitments
- Basic prospecting skills:
- territory research
- use of the telephone
- use of mail shots
For more background, see Basic Concepts of Selling
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