| | Module Title | Content Areas | Competencies |
| Account Development |
Client Development
|
Results Oriented, Customer Acquisition Communication, External Awareness
|
|
| Coaching Salespeople |
Professional Sales Mngmnt
|
Human Resource Mngmnt, Results Oriented Attitude, Interpersonal Skills, Leadership, Professionalism, Vision
|
|
| Commitment Strategies |
Executive Selling Skills
|
Influence, Customer Acquisition, Customer Experience Communication, Interpersonal Skills, Results Oriented
|
|
| Establish Return on Investment |
Executive Selling Skills
|
Results Oriented, Customer Acquisition, Customer Experience Communication, External Awareness, Influence
|
|
| Foundation for Consultative Selling |
Outside Sales Skills
|
Customer Acquisition, Customer Experience Interpersonal Skills, Vision
|
|
| Generate Interest Through Informed Discovery |
Executive Selling Skills
|
Communication, Customer Acquisition, Customer Experience External Awareness, Interpersonal Skills, Professionalism
|
|
| Hiring Salespeople |
Professional Sales Mngmnt
|
Human Resource Mngmnt, Leadership Management Controls
|
|
| Interest |
Outside Sales Skills
|
Communication, Interpersonal Skills, Customer Experience
|
|
| Master the Selling Process |
Outside Sales Skills
|
Communication, Customer Acquisition Influence, Customer Experience
|
|
| Motive & Commitment |
Outside Sales Skills
|
Communication, Influence, Customer Experience
|
|
| Negotiations Mastery |
Successful Negotiations
|
Communication, Conflict Resolution, Customer Acquisition, Customer Experience External Awareness, Results Oriented
|
|
| Negotiations: Analysis |
Successful Negotiations
|
Conflict Resolution, External Awareness, Customer Experience Interpersonal Skills, Professionalism, Adaptability
|
|
| Negotiations: Bargaining and Agreement |
Successful Negotiations
|
Conflict Resolution, Results Oriented, Customer Acquisition, Customer Experience Communication, External Awareness
|
|
| Negotiations: Collaborate to Win |
Successful Negotiations
|
Attitude, External Awareness, Customer Experience Interpersonal Skills, Professionalism, Adaptability
|
|
| Negotiations: Leveraging Personality Styles |
Executive Selling Skills
|
Customer Experience, Adaptability Communication, Influence, Interpersonal Skills
|
|
| Negotiations: Presentation |
Successful Negotiations
|
Communication, Influence, Customer Acquisition, Customer Experience Conflict Resolution, External Awareness, Adaptability
|
|
| Objections |
Outside Sales Skills
|
Communication, Interpersonal Skills, Stress Management, Customer Experience
|
|
| Pipeline and Territory Management |
Client Development
|
Results Oriented, Vision, Customer Acquisition Accountability, Initiative
|
|
| Presenting Solutions to Buying Teams |
Executive Selling Skills
|
Communication, Customer Acquisition, Customer Experience External Awareness, Influence, Adaptability
|
|
| Rapport |
Outside Sales Skills
|
Customer Acquisition, Customer Experience Interpersonal Skills, Professionalism
|
|
| Rapport: Becoming a Trusted Advisor |
Executive Selling Skills
|
Interpersonal Skills, Customer Acquisition, Customer Experience Communication, Professionalism
|
|
| Recruiting Salespeople |
Professional Sales Mngmnt
|
Influence, Interpersonal Skills, Leadership
|
|
| Sales Meetings |
Professional Sales Mngmnt
|
Communication, Leadership Attitude, Accountability, Human Resource Mngmnt, Interpersonal Skills
|
|
| Sales Performance Defined |
Professional Sales Mngmnt
|
Accountability, Communication Human Resource Mngmnt, Leadership, Results Oriented, Vision
|
|
| Solution |
Outside Sales Skills
|
Communication, Customer Acquisition Interpersonal Skills, Customer Experience
|
|
| Successful Sales Leadership |
Professional Sales Mngmnt
|
Human Resource Mngmnt, Leadership External Awareness, Influence, Professionalism, Vision
|
|
| Uncover Selling Opportunities |
Client Development
|
Customer Acquisition, Customer Experience Initiative, Results Oriented
|