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 the process of account profiling, account assessment, and how to gain access to a decision-maker in a customer’s organization

Learning Objectives

To explain how to make contact with a customer To demonstrate how to qualify an opportunity and make the transition to the appropriate next step in a call to a customer To describe methods of gaining access to the decision-maker in a customer’s organization

Topics Covered

Learning event 1 Learning event 1 title: Account profiling Learning objects LEARNING OBJECT TITLE: Listening skills LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to apply active listening skills to learn about a prospect. LEARNING OBJECT TITLE: Flow of the call LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to adjust the flow of a prospecting call according to the given situation. 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 for a prospecting call. LEARNING OBJECT TITLE: Common temptations LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to recognize and overcome common temptations during a prospecting call. LEARNING OBJECT TITLE: Introduction to account profiling LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to define account profiling for prospecting calls. Learning event 2 Learning event 2 title: Opportunity assessment Learning objects LEARNING OBJECT TITLE: Making transitions LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to complete a prospecting call phase by either closing and rescheduling the call, or by making the transition directly to the presentation. LEARNING OBJECT TITLE: What is the opportunity? LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to define an opportunity in a prospecting call. LEARNING OBJECT TITLE: How qualified is the opportunity? LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to determine how qualified an opportunity is in a prospecting call. LEARNING OBJECT TITLE: Introduction to assessing an account LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to describe the purpose and value of assessing a prospect’s company. Learning event 3 Learning event 3 title: Gaining access to the decision-maker Learning Objects LEARNING OBJECT TITLE: Identifying the decision-maker LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to describe how to identify the decision-maker in a prospect’s organization. LEARNING OBJECT TITLE: Cold calling the decision-maker LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to list guidelines for cold calling a decision-maker in a prospect’s organization. LEARNING OBJECT TITLE: Working with your coach LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to recognize the appropriate conditions for gaining access to a prospect’s organization through a coach. LEARNING OBJECT TITLE: Using written correspondence LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to identify the topics to include in written correspondence to a prospect. LEARNING OBJECT TITLE: Dealing with gatekeepers LEARNING OBJECT TYPE: Audio OBJECTIVE: After taking this learning object, the student should be able to apply a four-step process for dealing with gatekeepers in a prospect’s organization.

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