This class was created by Brainscape user Laura Koni. Visit their profile to learn more about the creator.
By:
Laura Koni
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Decks in this class (11)
Topic 1: Overview of Selling
Personal selling 1,
Trust based relationship selling 2,
Customer value 3
16
cards
Topic 2: Building Trust and Sales Ethics
How to earn trust 5 1,
Industry knowledge benefit 2 2,
Company knowledge benefit 3
11
cards
Topic 4: Communication Skills
Trust based sales communication 1,
Strategic questioning 2,
Controlling amount and specificit...
21
cards
Topic 6: Planning Sales Dialogues and Presentations
Customer focused sales dialogue 3 1,
Type of sales communications 3 2,
Canned presentations 2 3
12
cards
Topic 6: Sales Dialogue Creating and Communicating Value
Keys to effective sales dialogue 6 1,
Check backs or response checks 2,
Working with sales aides spes 3
5
cards
Topic 6: B2C Sales
Non verbal percentage 1,
Sensory forms 2,
Searching their needs spncmf 3
12
cards
Topic 5: Strategic Prospecting and Preparing for Sales Dialogue
Strategic prospecting process 4 1,
Sales funnel or pipeline 2,
Prospecting methods 4 3
4
cards
Topic 3: Understanding Buyers
Categories of buyers 2 1,
Distinguishing characteristics of...,
Buying decision process 7 3
16
cards
Topic 6: Addressing Concerns and Earning Commitment
Sales resistance 1,
Major categories of objections 5 2,
Handling buyer resistance laarc 3
25
cards
Topic 7: Expanding Customer Relationships
Building goodwill 1,
Adding value 2,
Assess customer satisfaction 3
8
cards
Topic 7: Adding Value, Self-Leadership and Teamwork
Self leadership 1,
5 sequential stages of self leade...,
Types of goals 3
13
cards
More about
Sales
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