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Text Box: Selling Skills and Account Management for Field Sales Representatives

To contact us:

Phone: 513.398.0924

E-mail: info@cfiegroup.com

 

General Course Description: 

The purpose of this course is to provide attendees with a basic understanding of applications selling and to develop the sales skills required to effectively sell telecommunications applications. The workshop will introduce the concepts and the steps in the applications selling process and provide attendees with practice developing these techniques and skills. The training is designed for field Sales Representatives and sales support team members who sell communications products and services to business customers.

Course Objective:

Attendees will be expected to have basic knowledge of telecommunications products and services. Participants who complete this course will be able to:

· Identify the roles of different departments within a business.

· Describe key information flows within a business.

· Describe how communications products and services can impact business performance.

· List the steps in the applications sales process.

· Describe the planning activities necessary to effectively approach a prospective customer.

· List ways a sales person can acquire information concerning a business prior to making a contact.

· Write a script that would be effective when attempting to get an appointment with a customer.

· Demonstrate interviewing and data gathering skills that are effective during the sales contact.

· Prepare a customer benefit-based recommendation for a telecommunications application.

· Deliver an effective presentation for a telecommunications solution.

· Demonstrate effective ways to overcome customer objections.

· Demonstrate effective techniques for closing the sale and gaining customer commitment.

· Identify the activities necessary for post-sale implementation and to ensure ongoing customer satisfaction.

Instructional Media:

This is a facilitator-led workshop that includes interactive lecture, individual and team activities that appeal to all learning styles. The workshop includes a significant amount of role-play activities designed to provide attendees with an opportunity to practice the skills and techniques that are being taught. Role-play sessions are video taped to facilitate analysis of student performance and providing effective feedback. The workshop is designed for a maximum of 10 attendees per session. Mastery will be assumed by successful completion of a final case study with role-play that requires attendees to use the skills and techniques presented in the workshop.

Course Customizations:

This course can be tailored to meet local needs. Customization might include the specific sales process currently employed or specific products and services to be emphasized.

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