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Curriculum

a. Getting Information.

  • What is CRM ?.
  • Business Areas Involved.
  • Company Benefits.
  • Customer Benefits.
  • CRM prior to the visit.

b. Portfolio Management.

  • Some Good Questions to Ask yourself
  • Measuring Your Customers
  • Building up a Portfolio.
  • Going Into Action.

c. Sales Call Objective.

  • Setting a sales call objective
  • Obtaining Effective Results
  • Planning your Approach

d. Decision Making.

  • Professional Need
  • The Purchasing Committee
  • The Stakeholders

a. Making Contact.

  • Interpersonal Communication
  • Pulling off the first contact
  • The Right to Continue

a. Locating a need.

  • The right questions.
  • Open Questions.
  • Directed question.
  • Magic words
  • Closed Questions
  • Questioning Aids

b. Measuring Gap

  • Defining the need.
  • The Funnel
  • The FOCA
  • The Facts
  • The Opinions
  • The Changes
  • The Actions
  • Understanding the Customer

c. Validating the need.

  • Reformulation Technique
  • DAPA Method