Professional Selling Over the Phone Manual with CBT option

Produced

• 2003-2004

Key Features

Student manuals are available in packs of 5.

Professional Selling Over the Phone Manual, ISBN# 0-619-16052-7 © 2004, Publish date: July 30, 2003, 92 pages, student version (without disk), $150 for pack of 5

Professional Selling Over The Phone Manual: with CD + CBT, ISBN#1-4188-4642-2 © 2005, Publish date: December 20, 2004, 92 pages, student version with disk, $165 for pack of 5

Professional Selling Over The Phone: Instructor Edition + CBT, ISBN#1-4188-4641-4 © 2005, Publish date: December 20, 2004, 94 pages, includes CD with PowerPoint presentation, one manual with CBT and CD is $30

This course teaches students about using the telephone for professional selling. Students will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales. Course activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. Students will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Course Length: One day

Table of Contents
 
 Unit 1: Preparing for telesales
 Topic A: Preparing the workspace
 Topic B: Preparing to write telesales scripts
 Unit 2: Essentials of telesales
 Topic A: Communication essentials
 Topic B: Handling telesales calls
 Unit 3: Prospecting
 Topic A: Generating telesales prospects
 Topic B: Interacting with prospects
 Topic C: Cold call strategies
 Unit 4: Closing a sale
 Topic A: Closing sales over the telephone
 Topic B: Addressing telesales challenges
 Topic C: Maximizing telesales performance
 
 Objectives:

• Prepare the teleselling workspace, use the teleselling aids effectively, and write an effective telesales script for a sales proposal. 
• Develop a list of prospective telesales customers, build and maintain relationships with prospects. Learn to implement the soft sell approach, and maintain a positive attitude. 
• Close the sale by resolving customer's objections and maximize the telesales performance by using cross-selling techniques and gaining customer feedback.
   

Features:

•  Designed specifically for one-day of instructor-led training
•  Modular format allows instructors to skip around within a manual without breaking the overall flow of a course
•  Content available to be licensed and customized to meet your individual training needs
•  Accompanying Instructor's Manual includes marginal annotations and PowerPoint slides with embedded videos to support instructors in the classroom
•  This title may be purchased off-the-shelf, or licensed through CustomCourse software
•  Also available with a companion CBT program.

Professional Selling Over The Phone: Instructor Edition + CBT

This course teaches students about using the telephone for professional selling. Students will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales. Course activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. Students will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale. This instructor's edition is designed for quick scanning in the classroom, and filled with interactive exercises. Comes with a companion CBT program.

Features:

•  Marginal annotations prompt you with relevant information as you teach the course.
•  PowerPoint slides with embedded videos accompany this book.
•  Use publisher's dedicated instructor's web site to download important teaching resources.
•  All instructor’s editions have the same consistent layout, structure, voice and timing across all topics to minimize prep time for instructors teaching a variety of courses.
•  This title may be purchased off-the-shelf, or licensed through CustomCourse software.
•  Comes with a companion CBT program.