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Seton Hall Univ. Consultative Sales Class Overview April 09
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Seton Hall Univ. Consultative Sales Class Overview April 09

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Overview of Consultative Sales Course to launch at Seton Hall University the Fall of 2009

Overview of Consultative Sales Course to launch at Seton Hall University the Fall of 2009

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    Seton Hall Univ. Consultative Sales Class Overview April 09 Seton Hall Univ. Consultative Sales Class Overview April 09 Presentation Transcript

    • Personal Selling Darrell W. Gunter Adjunct Professor – Seton Hall University EVP / CMO - Collexis Holdings, Inc. April 20, 2009
      • Agenda
        • My background
        • Objective of Course
        • Key components and techniques of the course
        • Q&A
      • My background
        • BS Business Administration / Marketing, Seton Hall Univ.
        • MBA Lake Forest Graduate School of Management
        • Reed Elsevier Exec Development Program, Templeton College, Oxford University
        • Competent Toastmaster, Toastmasters International
        • Xerox – Marketing Rep
        • Dow Jones Financial News Services AM - Nat’l Sales Dir
        • Elsevier – VP to Sr. Vice President Americas
        • Collexis Holdings – EVP / CMO
      • Objective of course:
      • Provide the student a firm foundation and understanding of sales, sales techniques and the sales process that will allow the student to hit the ground running in a new organization and make an impact within their first six months on the job.
      • Key Components
          • Understanding of sales, the sales process and key skill set techniques
          • Ability to analyze industry, company, product/project and develop a winning strategy
          • Understand a company’s strategy and management and how to position yourself for success.
          • Development a successful marketing program and network to promote, your company, your product/ service and yourself.
      • Key Techniques
          • Sales techniques
            • Preparation, Probing, Follow-up, Closing and Maintaining
            • Giving a dynamic consultative Sales Presentation
            • Negotiation – the importance of negotiation.
            • Listening, handling objections and building credibility
            • Developing a successful pipeline and accurate forecast
            • Etiquette and logistics
      • Questions?
      • My contact information:
        • Darrell W. Gunter
        • +1.973454.3475
        • [email_address]