Course Outline

Week

Topic(s)

1

Communication Essentials 

2

Fundamentals of Business and Marketing

3

Personal Selling Concept and Evaluation of Selling Models

4

Creating a Relational Value and Communication Styles

5

Creating Product Solutions

6

The Buying Process and Buying Behavior

7

Midterm Exam

8

Developing and Qualifying Prospects

9

Presentation/Strategy Approach and Customer Need Discovery

10

Consultative Presentations and Negotiations

11

Closing and Confirming the Partnership

12

Building the Partnership

13

Management of the Sales Force

14

Team Presentations