Recession Proof Your Contract Training Unit by Kathy Yeager
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Are you trying to increase contract training sales, but seem to be stalled by the economy? You can still get the decision-maker's attention and land those large accounts. Attend this session to learn the selling techniques of highly effective colleges. Walk away with "how to" information on determining what companies want, solution selling steps to close more business and methods for increasing your worth internally. Bring your contract training best practice to share. This session will help Workforce Development units from colleges who want to grow the business and bring in more revenue. Participants will be energized with new methods for thinking differently about prospecting, approaching, packaging, pricing, and tapping into trends affected by today's economy.
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Length: 2 pages
You will need to conduct research using credible sources for this report, based on your career/field. The sources may come from databases, trade journals, or other written publications directly related to your field of study. This is a good opportunity to explore the types of sources that professionals in your field use to stay current with trends and developments.
You will need to locate a minimum of 5 sources for your annotated references page, though you may choose to not use all of these sources in your report. You may also need to seek out additional sources as you write your report; you will not need to create additional annotations for those sources. Remember, any sources you cite in your report will need to be listed in your final references page.
Each annotated reference should have 3 parts:
1. An APA-style citation for a references page
2. A summary of the source
3. An explanation of how this source will be used in your report
Sales and Sales management
Chapter 4: The sales force
Andrés Coronel
Before selection process
Before searching for candidates, establish the characteristics for the job position
Set a list of criteria ex: technical knowledge, experience, etc.
Consider the current situation of your team and your sales plan
Job description
Recruiting sources
Campus recruiting
Contingent staff
On-line job sites
Company Web site
Job fairs
Newspaper ads
Recruiting firms
Trade associations and magazines
Referrals by company employees
Internal candidates
Selection process
Application form
Interview
Psychological test
Hiring
Investigation and reference
Characteristics of a salesperson
Ambitious
Caring
Dedicated
Driven
Ethical
Moral
Passionate
Patient
Results-Oriented
Supportive
Smart
Understanding
Able to Help
Motivate
Collaborative
Empathetic
Strategic
General training
General Company information
Company operating information
Product/service information
Marketing information
Sales training
Sales training
►Developing a selling personality.
►Methods for prospecting.
►Analyzing consumers.
►Sales approaches.
►Methods for organizing the sales presentation.
►Communication and persuasion.
►Handling objections.
►Closing.
Methods of training
Lecture
Discussion
Demonstration
Role playing
On-the-job training
Coaching
Coaching
“I cannot teach anybody anything. I can only make them think” Socrates
Coaching: Goal setting Method
Set your own goals.
Set the stage.
Get opinions and facts.
Relate your opinion and facts.
Develop specific goals with specific plans (together).
Follow up.
Sales and Sales management
Chapter 3: Negotiation
Andrés Coronel
Negotiation
N.
Imc Presentation 11 09
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The Marketing Department of Me, Myself and I
A how-to especially for small law firm marketers presented by Jennifer Yeager and Amy Smith. Presented as a webinar for the Legal Marketing Association in July 2007.
Sales The New Need Of Life
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Selling Business To Business - Enterpreneurship Program
Produce an excellent product or service, sell and support what you produce and have great, motivated people.
Selling during tough times world of asphalt - 90 minutes - nashville 2016
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Marketing Presentation.pptx
This document provides guidance on sales and marketing for district representatives in KMM Afrik. It defines marketing and outlines the components of an effective marketing executive, including establishing objectives, trust, empathy, credibility and customer needs. It introduces the S.P.I.N. method for presenting problems to customers and justifying solutions. The document also discusses treating customers fairly and the key principles involved. Representatives are advised to ask probing questions to uncover customer problems, implications and needs in order to position solutions effectively.
Retail Promotions
The document discusses strategies for retail businesses to collaborate on promotional activities. It recommends that businesses focus promotions on specific customer groups, consider customers' needs and values, and capitalize on having complementary goods and services. Successful cooperative promotions start small, clearly define goals, commit to a joint marketing plan, and learn from customer data and feedback to improve promotional efforts over time. The document provides examples of different types of promotions and strategies for planning, funding, and evaluating cooperative promotional activities.
Sales Training: Always Be Closing
The document discusses various sales presentation methods and strategies for overcoming objections in the sales process. It describes memorized, formula, and need-satisfaction presentation styles, as well as the problem-solution approach for complex sales. Key elements of effective presentations are outlined, including features/advantages/benefits, proof statements, visual aids, participation, and handling objections and interruptions. Common objections like price, budget, and product comparisons are addressed.
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Part II Annotated References (25 points)Length 2 pages.docx
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Selling Business To Business - Enterpreneurship Program
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