Best Practices in Professional Selling: Chart the Course for Successful Sales Outcomes Based on a Strong Link to Buyer Behavior
Build upon the best practices of professional sales to examine the blend of managerial and theoretical perspectives of your sales strategies and tactics. We’ll explore the entire sales process, from relationship-selling and trust-building techniques to planning and delivery of sales presentations. The primary context is for business-to-business (B2B) selling, though concepts are also relevant for direct-to-consumer (B2C) situations.
Time: May 7-8, 8:30 AM - 5:00 PM (MT)
Location: Mosaic – live video collaboration
Price: $1950
Learning Outcomes
- Understand personal selling
- Learn how to build trust by practicing sales ethics
- Get to know your range of buyers
- Improve communication skills
- Learn strategic prospecting, how to prepare sales dialogues and how to plan presentations
- Understand how to make effective sales calls
- Gain appreciation for concerns to earn commitment
Meet Your Instructor: John Weiss
John Weiss’s history with the College of Business at Colorado State University spans nearly 40 years. John began his career with Georgia-Pacific Corporation’s Distribution Division in product-management positions and later moved into outside sales and sales management roles. After completing his graduate degree, he started his academic career, joining CSU’s College of Business Department of Marketing as a faculty member. He has consulted in marketing research and sales force management for a wide variety of large and small private sector firms. John received his bachelor’s degree in Finance and master’s degree in Marketing from Colorado State University.
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