| | Module Title | Content Areas | Competencies |
| Account Development |
Client Development
|
Customer Acquisition, Results Oriented External Awareness, Communication
|
|
| Coaching Salespeople |
Professional Sales Mngmnt
|
Results Oriented, Human Resource Mngmnt Vision, Professionalism, Leadership, Interpersonal Skills, Attitude
|
|
| Commitment Strategies |
Executive Selling Skills
|
Customer Experience, Customer Acquisition, Influence Results Oriented, Interpersonal Skills, Communication
|
|
| Establish Return on Investment |
Executive Selling Skills
|
Customer Experience, Customer Acquisition, Results Oriented Influence, External Awareness, Communication
|
|
| Foundation for Consultative Selling |
Outside Sales Skills
|
Customer Experience, Customer Acquisition Vision, Interpersonal Skills
|
|
| Generate Interest Through Informed Discovery |
Executive Selling Skills
|
Customer Experience, Customer Acquisition, Communication Professionalism, Interpersonal Skills, External Awareness
|
|
| Hiring Salespeople |
Professional Sales Mngmnt
|
Leadership, Human Resource Mngmnt Management Controls
|
|
| Interest |
Outside Sales Skills
|
Customer Experience, Interpersonal Skills, Communication
|
|
| Master the Selling Process |
Outside Sales Skills
|
Customer Acquisition, Communication Customer Experience, Influence
|
|
| Motive & Commitment |
Outside Sales Skills
|
Customer Experience, Influence, Communication
|
|
| Negotiations Mastery |
Successful Negotiations
|
Customer Experience, Customer Acquisition, Conflict Resolution, Communication Results Oriented, External Awareness
|
|
| Negotiations: Analysis |
Successful Negotiations
|
Customer Experience, External Awareness, Conflict Resolution Adaptability, Professionalism, Interpersonal Skills
|
|
| Negotiations: Bargaining and Agreement |
Successful Negotiations
|
Customer Experience, Customer Acquisition, Results Oriented, Conflict Resolution External Awareness, Communication
|
|
| Negotiations: Collaborate to Win |
Successful Negotiations
|
Customer Experience, External Awareness, Attitude Adaptability, Professionalism, Interpersonal Skills
|
|
| Negotiations: Leveraging Personality Styles |
Executive Selling Skills
|
Adaptability, Customer Experience Interpersonal Skills, Influence, Communication
|
|
| Negotiations: Presentation |
Successful Negotiations
|
Customer Experience, Customer Acquisition, Influence, Communication Adaptability, External Awareness, Conflict Resolution
|
|
| Objections |
Outside Sales Skills
|
Customer Experience, Stress Management, Interpersonal Skills, Communication
|
|
| Pipeline and Territory Management |
Client Development
|
Customer Acquisition, Vision, Results Oriented Initiative, Accountability
|
|
| Presenting Solutions to Buying Teams |
Executive Selling Skills
|
Customer Experience, Customer Acquisition, Communication Adaptability, Influence, External Awareness
|
|
| Rapport |
Outside Sales Skills
|
Customer Experience, Customer Acquisition Professionalism, Interpersonal Skills
|
|
| Rapport: Becoming a Trusted Advisor |
Executive Selling Skills
|
Customer Experience, Customer Acquisition, Interpersonal Skills Professionalism, Communication
|
|
| Recruiting Salespeople |
Professional Sales Mngmnt
|
Leadership, Interpersonal Skills, Influence
|
|
| Sales Meetings |
Professional Sales Mngmnt
|
Leadership, Communication Interpersonal Skills, Human Resource Mngmnt, Attitude, Accountability
|
|
| Sales Performance Defined |
Professional Sales Mngmnt
|
Communication, Accountability Vision, Results Oriented, Leadership, Human Resource Mngmnt
|
|
| Solution |
Outside Sales Skills
|
Customer Acquisition, Communication Customer Experience, Interpersonal Skills
|
|
| Successful Sales Leadership |
Professional Sales Mngmnt
|
Leadership, Human Resource Mngmnt Vision, Professionalism, Influence, External Awareness
|
|
| Uncover Selling Opportunities |
Client Development
|
Customer Experience, Customer Acquisition Results Oriented, Initiative
|