Fundamentals of Selling:

Upcoming Class Dates

Course Specifications

Course number: 088204
Course length: 1.0 day(s)

Course Description

Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Prerequisites:  There are no prerequisites for this course.

Performance-Based Objectives

• Select a sales approach so that it matches the sales situation and the needs of the buyer.
• Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved.
• Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold.
• Make a sales presentation and close the sale so that the customer is satisfied with the deal.
• Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer.

Course Content

Lesson 1: Selling Basics

Topic 1A: Identify Buyer Motivations
Topic 1B: Identify Types of Selling
Topic 1C: Select a Sales Approach
Topic 1D: Communicate with Prospective Customers

Lesson 2: Preparing to Sell

Topic 2A: Prepare Yourself to Sell
Topic 2B: Sell Using the Sales Cycle

Lesson 3: Finding and Qualifying Prospects

Topic 3A: Identify Potential Sources for Finding Sales Leads
Topic 3B: Develop an Ideal Customer Profile
Topic 3C: Qualify Sales Prospects

Lesson 4: Making the Presentation and Closing the Sale

Topic 4A: Get to Know Your Prospect
Topic 4B: Plan Your Presentation
Topic 4C: Give Your Presentation
Topic 4D: Close the Sale

Lesson 5: Following Up After the Sales Call

Topic 5A: Determine the Appropriate Follow-up Method
Topic 5B: Develop a Customer Service Program

Appendix A: Works Cited

References and Works CitedTopic