Course Status:	Released	Courseware Features
Course Language:	English
Course Duration:	3 Hours
Deployment Options:	Online, Interactive CDs, Network, Downloads, Intranet

Audience

Sales Agents

Prerequisites

Ability to use a keyboard and a mouse

Course Aim

To preview the objectives of the Practical Inside Sales for Inbound Calls learning path

Learning Objectives

To preview the objectives of the Practical Inside Sales for Inbound Calls learning path To introduce the concepts of the Practical Inside Sales Process To discuss how to develop a pre-call plan for the most common call types To explain how to make contact with a prospect To demonstrate how to qualify an opportunity and make the transition to the appropriate next step

Learning Events

Learning event 1 title: Introducing Practical Inside Sales Learning objects LEARNING OBJECT TITLE: Practical Inside Sales overview LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to list the steps in the inbound sales process. LEARNING OBJECT TITLE:Buying roles LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define the key buying roles in a customer or prospect’s organization. LEARNING OBJECT TITLE: What is Practical Inside Sales? LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to distinguish Practical Inside Sales from other approaches to inside selling. LEARNING OBJECT TITLE: The Premises of Practical Inside Sales LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to define the premises of Practical Inside Sales. Learning event 2 Learning event 2 title: Call Readiness Learning objects LEARNING OBJECT TITLE: Taking control of the call LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to develop a taking-control statement. LEARNING OBJECT TITLE: Using the Inbound Call Readiness form LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to use the Inbound Call Readiness form. LEARNING OBJECT TITLE: Call objectives LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to develop call objectives for each of the most common call types. LEARNING OBJECT TITLE: Using the Account Profiler LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to use the Account Profiler to qualify an account. Learning event 3 Learning event 3 title: Account Profiling Learning Objects LEARNING OBJECT TITLE: Flow of the call LEARNING OBJECT TYPE: OBJECTIVE: After taking this learning object, the student should be able to adjust the flow of the call according to the given situation. LEARNING OBJECT TITLE: Listening Skills LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to apply active listening skills to learn about a customer or prospect. LEARNING OBJECT TITLE: Questioning Skills LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to develop open-ended, closed-ended, and assumptive questions. LEARNING OBJECT TITLE: Common temptations LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to recognize and overcome common temptations during a call. LEARNING OBJECT TITLE: Introduction to account profiling LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define account profiling. Learning event 4 Learning event 4 title: Opportunity Assessment Learning Objects LEARNING OBJECT TITLE: Making transitions LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to complete a call phase by either closing the call and scheduling another call or by making the transition directly to the presentation. LEARNING OBJECT TITLE: How qualified is the opportunity? LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to qualify an opportunity. LEARNING OBJECT TITLE: Introduction to assessing an account LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to describe the purpose and value of assessing an account. LEARNING OBJECT TITLE: What is the opportunity? LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define an opportunity.

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