The Business of Selling: Relationship Marketing

Information Management Systems Inc.
Atlanta, GA, United States

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Curriculum Name:

The Business of Selling

Audience

Managers, prospective managers, and any other employees seeking competency in the area of professional and interpersonal selling.
Prerequisites

Basic understanding of the marketing competency.
Course Aim

To explain relationship marketing.
Learning Objectives

Explain the scope of selling
describe what salespeople do
explain how companies communicate
identify characteristics of successful salespeople
describe different sales positions
explain how sales jobs differ
discuss the evolution of professional selling
explain market exchanges
discuss partnering relationships
explain the importance of trust, coordination, and commitment
explain the significance of meaningful communicative behavior
explain the importance of organizational support
discuss conflict resolution
manage conflict.
Topics

The scope of selling
Sales activities
Communication
Qualities of Successful Salespeople
Sales positions
Hands-on: Identifying sales positions
Sales-job diversity
Selling philosophies
Market exchange
Functional relationships and partnerships
Hands-on: Comparing sales relationships
Coordination, commitment, and trust
Meaningful communication
Organizational support and recognition
Conflict resolution
Hands-on: Managing conflict
DecisionPath: Building A Successful Relationship.
Course Incorporates

Test
DecisionPath exercise
glossary
hands-on exercises
...''

Phone:404 329-6260 or 888 812 9028

School Address:

2470 Cheshire Bridge Road
Atlanta, GA
United States - 30324
Phone : 404 329-6260 or 888 812 9028
Fax : 404 329-6365
Email : cservice@imsinc.com

Jobs & Resumes: Atlanta
Houses & Roommates: Atlanta

Planning and Managing Business Strategy: Strategic Management Fundamentals
TIBCO TIB/Rendezvous 4.0: Concepts and Technologies
Planning and Managing Business Strategy: Strategic Planning
The TCP/IP Protocol Suite
The Internet and the World Wide Web
Presentation Skills
Principles of Internetworking
The Business of Selling: Successfully Building Relationships
The Business of Selling: SalesPeople’s Skills
Principles of OOP: I
Principles of OOP: II
The Business of Selling: Managing Work and Career
Principles of Project Management
Problem Solving Using Visual Basic: Accessing Business Data
The Business of Selling: Making Contact
Problem Solving Using Visual Basic: Fundamentals of Business Applications
The Business of Selling: Identifying Needs
Problem Solving Using Visual Basic: Handling Business Data Lists
The Business of Selling: Gaining Commitment

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