Sales Skills: Basic, Student Manual

Duration:

One day

Description:

This ILT Series course teaches students the fundamentals of the selling process. In the Basic course, students learn how to understand sales terminology, establish professional behavior, handle clients, and create effective sales presentations. Course activities also include connecting with clients, prospecting and networking, and responding to objections. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Table Of Contents:

Unit 1: Sales fundamentals

Topic A: The sales process

Topic B: Elements of selling

Topic C: Understanding sales terms

Unit 2: Your professional self

Topic A: Developing your character

Topic B: Managing yourself

Unit 3: Handling clients

Topic A: Finding your clients

Topic B: Connecting with your clients

Topic C: Finding solutions

Unit 4: The sales presentation

Topic A: Anticipating objections

Topic B: Creating a sales presentation

Topic C: Responding to objections