Techniques in Developing and Qualifying Sales Leads - Marketing Assignment Help

Assignment Task

COURSE DESCRIPTION

This course focuses on the theoretical and practical techniques used in selling goods and services in a business-to-business (B2B) environment. Emphasis is given to developing a selling framework along with practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of uncovering needs and/or identifying problems using probing questions and developing professional relationships in business. Understanding the importance of the sales professional in the business community and the need for ethical behaviour is emphasized. The overriding sales philosophy is relationship focused and the customer approach is consultative.

LEARNING OUTCOMES

At the end of the course, the successful student should be able to:

1. Apply effective techniques in developing and qualifying sales leads.

2. Demonstrate good techniques in sales presentations.

3. Demonstrate the ability to deal with objections in order to advance the sale.

4. Demonstrate the ability to close the sale.

5. Develop a plan to follow-up and service the sale.

6. Understand the importance of ethical behaviour in business relationships.

7. Understand the role of the sales process as a life-skill (e.g.: Job interviews, requests for promotion or a raise, convincing fellow workers of the need for a particular project).

8. Understand the value and importance of the sales profession to the Canadian economy

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