Sales Fundamentals Modules

In this course, you will get 12 Modules which are describing all aspects greatly

•  Module One: Getting Started

1. Workshop Objectives

• Module Two: Understanding The Talk

1. Types of Sales
2. Common Sales Approaches
3. Glossary of Common Terms
4. Case Study

• Module Three: Getting Prepared To Make The Call

1. Identifying Your Contact Person
2. Performing a Needs Analysis
3. Creating Potential Solutions
4. Case Study

• Module Four: Creative Openings

1. A Basic Opening for Warm Calls
2. Warming up Cold Calls
3. Using the Referral Opening
4. Case Study

• Module Five: Making Your Pitch

1. Features and Benefits
2. Outlining Your Unique Selling Position
3. The Burning Question That Every Customer Wants to be Answered
4. Case Study

• Module Six: Handling Objections

1. Common Types of Objections
2. Basic Strategies
3. Advanced Strategies
4. Case Study

• Module Seven: Sealing The Deal

1. Understanding When It’s Time to Close
2. Powerful Closing Techniques
3. Things to Remember
4. Case Study

• Module Eight: Following Up

1. Thank You Notes
2. Resolving Customer Service Issues
3. Staying in Touch
4. Case Study

• Module Nine: Setting Goals

1. The Importance of Sales Goals
2. Setting SMART Goals
3. Case Study

• Module Ten: Managing Your Data

1. Choosing a System That Works for You
2. Using Computerized Systems
3. Using Manual Systems
4. Case Study

• Module Eleven: Using A Prospect Board

1. The Layout of a Prospect Board
2. How to Use Your Prospect Board
3. A Day in the Life of Your Board
4. Case Study

• Module Twelve: Wrapping Up

Be Creative with Quizes

Each Module is finishing with its quiz & hence you will get to review your Modules in the form of 100 questions.

• Module Two Review Questions

1. Telemarketing, direct mail, the internet, and person-to-person are examples of types of ____________.
2. What is considered to be the average response rate for direct mail?
3. Most companies offer information about their products on their __________.
4. How many main types of selling are there?
5. Which is not an example of a common sales approach?
6. Consultative approach is a ___________ approach to sales.
7. Which of the common sales approaches is considered pushy?
8. What is the second to last step in the sales process?
9. What does qualifying clients mean?
10. What is the term for a pattern that describes the conversion of prospects of sales?

• Module Three Review Questions

1. Preparing to make a call begins with ___________ about your client.
2. A good salesperson must __________ their contact person.
3. In looking for a contact person, it is often worthwhile to go through a _____________process.
4. When you first speak to the contact it will be appropriate to let them know who _______ you to them.
5. Your contact person is your ____ into an organization.
6. The more you can do for a client, the more you will be seen as a ____________ partner.
7. If you provide a product that requires ___________, make it part of the package.
8. A needs ___________ begins with research about what an organization does.
9. Providing _________ is a matter of finding ways to address the problems identified.
10. Find the best ideas and ___________ them.

• Module Four Review Questions

1. Starting off on the right ______ is essential in sales meetings.
2. The first impression people form of you is based on both _________ and ________factors.
3. Which is not an example of a nonverbal factor?
4. When on the phone, pay attention to your ________ nods.
5. As a rule of thumb, it is advisable to be as ____________ as you can on your first meeting.
6. _________ the client for talking with you.
7. When making a warm phone call, you should ________ the conversation by thanking the client.
8. An opening statement should not include which of these?
9. Making cold calls can be ________.
10. What is a question that will lead to a dialogue an example of?

• Module Five Review Questions

1. Once you’ve made it past the opening, it’s time to make your _________.
2. You will need a clear, _________ explanation of what your product can do for the client.
3. What is the basic question in all financial dealings?
4. Getting the customer to see why what you are offering them is better than the competitors is the ________ point.
5. Sometimes the relationship between a particular feature and its benefit seems _________.
6. As most deals have a “cooling off” period, the chances are that if you oversell your product they will be __________.
7. It’s a good idea to describe benefits in ____________ terms.
8. It is important to be aware of what _________ you should take with each customer.
9. ______________ are the attractive things your product has to offer.
10. Potential customers are more interested in ___________.

• Module Six Review Questions

1. Customers who are not ready to decide on a purchase often come up with ___________.
2. Often all that customers need is more ___________.
3. People will be reluctant to part with _________ that they have worked hard to earn.
4. Why people are unwilling to make a purchase?
5. Often from preliminary conversations, it is possible to ________ what objections will arise.
6. How you handle customer objections can be the major __________ on your success in making a sale.
7. Anyone can sell to a customer who is on a mission to make a ____________.
8. _____________ to someone who is determined only to buy when they are convinced of a good deal.
9. Most objections involve costs and _____________.
10. Before you can respond to a suggestion, you need to understand the real _____________.

• Module Seven Review Questions

1. A good salesperson needs to know when it’s time to _________.
2. This process of asking a confirmation question is sometimes called a _______ ________.
3. Customers will give you _____________.
4. A closing question should give customers _________.
5. A closing begins with a ___________.
6. One powerful closing technique is to ask a question that can’t be answered with a ___ or __.
7. Once you have asked your closing question, be ___________.
8. A customer should walk away from a closing feeling _________.
9. A salesperson should never be ___________.
10. Besides being unethical, that kind of behavior is bound to _________.

• Module Eight Review Questions

1. The closing is not the final stage of a __________.
2. The final stage is ________ up.
3. Which is actually a process that may continue indefinitely?
4. If you sell via mail, then the delivery should be accompanied with a _________ slip.
5. __________________are a sign that you are interested in building a long-term relationship.
6. The effect of a “thank-you note” is to make a customer feel more than what?
7. Pitching a note at the right level is _________.
8. How many elements are to be taken account of in your response to a customer problem?
9. Future sales and referrals depend on providing what?
10. Promote the idea in your organization that everyone is responsible for what?

• Module Nine Review Questions

1. If you want to accomplish anything important in life, you need to have _____.
2. Goals give you something to _________ for.
3. Goals are a part of all human ____________.
4. We will gain recognition by achieving our ________.
5. Goals provide __________.
6. Goals should be ___________ but realistic.
7. Goals can be ________ tools.
8. Goals __________ everyone’s roles and responsibilities.
9. People who work in sales have more ________ schedules.
10. Reaching a goal gives you a reason to ___________.

• Module Ten Review Questions

1. Salespeople collect an enormous amount of __________.
2. ___________ your data will help you work more efficiently.
3. The more information you can keep on customers, the more effective your ________________.
4. Whatever data management system you choose, you need to make it a part of your daily_________.
5. The best data management system is the one that works for ______.
6. The system you choose should be quick and _________.
7. The efficiency of a good computer data management system allows a salesperson to find the_________ they need.
8. Which is a disadvantage of a computerized management system?
9. There is some ________ about the worth of expensive computer data management systems.
10. Many salespeople continue to use manual contact management _________.

• Module Eleven Review Questions

1. A prospect board is a powerful tool that can help you track ________.
2. To use the prospect board, create a _____for each prospect.
3. What do the letters FA stand for?
4. A prospect board is arranged in ________ vertical columns.
5. Just like with any stats board, the prospects board will alert both the sales force and the ____________.
6. Every card should be __________.
7. The reason that the prospect board works is because it gives a live ____________.
8. The ________ of each card should be reviewed on a daily basis.
9. If a prospect makes it clear that they are not going to buy your product,_____ their card.
10. The ________ through the board will be monitored on a daily basis.

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