The Professional Selling course teaches students about the critical factors to a successful sales career; targeting the right clients; managing complex business relationships and key accounts; and properly understanding territories and business cycles. This course provides the knowledge and tools to help students in understanding and grasping these key concepts. Students also learn to develop skills in building relationships, time management, and personal development.
A Student Manual is provided for on-going reference. This course is an Online ILS Hybrid course and incorporates a more intensive media component than standard ILS courses. This media will be offered through ACME Pro, similar to the method for offering Academy Online courses. There is a final exam upon completion of the course. Participants who receive 75% or higher on their exam will receive a certificate.
Section 1: Strategic Selling Targeting the Right Client; Identifying the Right Clients and the Right Markets; Making Database Selling Pay; Selling Intangible and Complex Solutions
Section 2: Innovative Marketing Personal Branding and Marketing; Proposal Writing
Section 3: Managing Complex Business Relationships Key Account Management; Succeeding in Long Term Relationships; Identifying the Power Players; Buy-In Readiness and Influential Hit Power; The Relationship Development Stages; Putting Your Relationship Development System to Work; Influencing Top Level Decision Makers
Section 4: Personal Development and Sales Planning Starting Where You are At; Storyboard Your Way to Success; Setting Sales Targets; Personal Time Management; Goal Setting and Personal Affirmations; Productively Working Through Worry and Anxiety in Your Life; Operationalizing Sales