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E/LMS 32700 Establish a Culture of Sales
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E/LMS 32700
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◄ Establish a Culture of Sales Post-Assessment
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Being a Great Salesperson
Five Qualities Good Salespeople Should Have
Basic Principles to Follow for Success at Selling
What Clients cannot Tolerate in Sales
How to Conquer the Fear of Selling
Professional Appearances and Trust
Introduction
Ethical Behaviour
Ethics when Dealing with Customers
Professional Conduct
Deliver on Promises Made
Describe and Correctly apply Persuasive Communication Factors
Listening
Clarify the need by Asking Questions
Customer Service vs Selling
Why and When People Buy
Selling to Shop Floor Customers
The Shopfloor Selling Process
Prospecting
Prospecting Methods
Negotiations
Negotiations is an Agreement to Exchange
Success Criteria for Negotiations
Major Objections to be Negotiated During Sales
Techniques for Deal with Objections
Closing the Deal
Closing Techniques
Prepare Multiple Closes
Understanding Culture
Seven Steps to Build a Winning Sales Culture
Changing the Culture
Forces for Change
Areas of Change
The Human Response to Change
The Change Curve
Dealing With Employees In Each Phase Of The Change Curve
Models for Dealing with Change in Organizations
Organizational Development Model for Change
Planned Approach to Managing Change
The Use of Change Agents in Change Management
Establish a Culture of Sales Post-Assessment
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