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Professional Sales: The Sales Process

Professional Sales: The Sales Process

Learn how to navigate through the first phases of the professional sales process, from pre-call planning through investigating buyer needs


Course Highlights

  • Award-winning faculty at the Kelley School of Business, Center for Global Sales Leadership,

  • The second of three courses in the Professional Sales Certificate program

  • Career Building Sessions

Top Recruiters

7 Day Exchange Policy

Duration: 28 Days

Mode of learning: Online self study

Course Overview

What are the course deliverables ?
  • Pre-call planning: the importance of researching and qualifying sales prospects

  • Approaching sales prospects through cold-calling

  • Building rapport with

  • spects to build trust

  • Creating a sales call guide for the sales meeting

  • Opening the sales meeting

  • Transitioning to investigating the prospect’s needs

  • Asking good questions to investigate the prospect’s needs

  • Briefly introduce the second half of the professional sales proces

More about this course
  • This course introduces you to the professional sales process, specifically, how to navigate through the pre-call planning step, how to gain access to and build rapport with the buyer, and how to ask high-value questions that uncover the buyer’s needs.

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    Can I get refund or exchange the course if required?
    No, course fees is Non-refundable and non-exchangeable.
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