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

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

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