Principles of Professional Selling

All necessary reference material required to prepare for this course such as recommended reference books and other study material will be available in your student's area. To complete the program you will be required to pass an online exam for all following topics covered in this course.

Topics Covered in This Course:

In Section 1 of this course you will cover these topics:

Personal selling and the marketing concepts

Personal selling opportunities in the age of information

Creating value with a relationship strategy

In Section 2 of this course you will cover these topics:

Communication styles:managing selling relationships

Ethics: the foundation for relationships in selling

Creating product solutions

In Section 3 of this exam you will be evaluated on below listed topics:

Product-selling strategies that add value

The buying proecess and buying behavior

Developing and qualifying a prospect base

In Section 4 of this course you will cover these topics:

Approaching the customer

Creating the consultative sales presentation

Creating value with the sales demonstration

In Section 5 of this course you will cover these topics:

Negotiating buyer concerns

Closing the sale and confirming the partnership

Servicing the sale and building the partnership

Opportunity management:the key to greater sales productivity

Management of the sales force

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