Participant Profile

All representatives of sales forces,
field forces specialized in specific
customer groups or multifunctional
tasks like key account managers

Objective

Learning the basic selling techniques
Understanding and practicing needs
analysis and offering values to
customers tailored to their needs
Working with problem solving and
offering customer specific solutions

Outline

The need satisfaction selling process
Probing
Supporting
Closing
Preparing the call
Documentation of call results
Defining objectives for the next
call with the same customer
Selling products, services, solutions
Relationship building, values and
perceptions

Method

Presentations, exercises, role plays,
video analysis

Comment

For product and service specific
trainings a pre briefing with the
responsible fieldforce-,
sales management would be recommended

Duration: 3 days