Course Status:	Released	Courseware Features
Course Language:	English
Course Duration:	2 Hours
Deployment Options:	Online, Interactive CDs, Network, Downloads, Intranet

Audience

Sales Agents

Prerequisites

Ability to use a keyboard and a mouse

Course Aim

To demonstrate how to deliver effective presentations and close a sale

Learning Objectives

To describe the procedures and techniques in developing and delivering an effective presentation to a prospect To discuss how to develop and deliver an effective telephone presentation to a prospect To discuss the process of closing a sale with a prospect

Topics Covered

Learning event 1 Learning event 1 title: Presenting Solutions over the Phone Learning objects LEARNING OBJECT TITLE: Introduction to delivering an effective presentation LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to explain the value of a well-rehearsed and logically developed presentation. LEARNING OBJECT TITLE: Identifying the value to the customer LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to articulate in the customer's terms and present a convincing reason to buy. LEARNING OBJECT TITLE: Outlining your presentation LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define the steps in a presentation. LEARNING OBJECT TITLE: Presentation flow LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to describe the five-step flow of a presentation. LEARNING OBJECT TITLE: Presentation delivery strategies LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to select a delivery strategy most effective for a particular selling situation. Learning event 2 Learning event 2 title: Developing and Delivering Effective Presentations Learning objects LEARNING OBJECT TITLE: Characteristics of a successful presentation LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define the elements that make up a successful presentation. LEARNING OBJECT TITLE: Conducting the presentation LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to conduct an effective presentation. LEARNING OBJECT TITLE: Tones and transitions LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to define appropriate tones and key transitions in conducting a presentation. LEARNING OBJECT TITLE: Presenting to different roles LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to modify a presentation so that it addresses the buying role of the person to whom he or she is presenting. Learning event 3 Learning event 3 title: Closing the Sale Learning Objects LEARNING OBJECT TITLE: Handling objections LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to apply a five-step process to handle objections. LEARNING OBJECT TITLE: Closing a sale with a target account LEARNING OBJECT TYPE: Lesson OBJECTIVE: After taking this learning object, the student should be able to apply the Practical Inside Sales process to closing a sale with a target account.

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