Professional Sales Leadership Series

Cost: Includes lunch. Fifteen percent discounts are available for three or more participants per organization, or for individuals registering for three or more workshops. Contact cbed@iupuc.edu to obtain a promotional code that you can use during registration. Registrants MUST use the code during registration in order to receive the discount. Discount does not apply to Emotional Intelligence (EQI) and Transition to Supervision workshops.

Courses location: Arvin Center for Graduate Business Education
4601 Central Avenue, Columbus, IN 47203

Successful Sales Call Planning is a tactical approach to ensure that effective sales calls are made each time with the customer. Move beyond the simple product pitch and discover the importance of asking unique and well-prepared questions to understand real customer needs and wants and then move towards a mutually agreed upon solution and commitment for success. Additional outcomes include learning how to establish and build credibility, understanding the customers decision-making process, and then positioning your company more effectively by leveraging your unique strengths vs. the competition. A working template is provided for next day implementation.

Date: Coming Soon

Time: Coming Soon

Registration: Coming Soon

Cost: $300

Sales Account Management focuses on the account analysis that must be performed prior to every sales call to win the sales opportunity. A strategic process is presented and developed to help the sales professional (and account team) understand what is known, unknown, and what needs to be discovered prior to meeting the customer. Learn how to identify the critical buying influences in each complex sale, assess how receptive each buying influence is to your solution, and determine the personal incentive for each buying influence. Additionally, learn how to manage a sales funnel (pipeline), realistically forecast sales revenue, as well as leverage your organizations unique strengths to maintain a more competitive position. A working template is provided for next day implementation.

Date: Coming Soon

Time: Coming Soon

Registration: Coming Soon

Cost: $300