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

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Seton Hall Univ. Consultative Sales Class Overview April 09

  1. 1. Personal Selling Darrell W. Gunter Adjunct Professor – Seton Hall University EVP / CMO - Collexis Holdings, Inc. April 20, 2009
  2. 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. 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. 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. 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. 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. 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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