SalesUniversity Sales Manufacturing: A Success Model Curriculum Outline
Sales Manufacturing(TM): Identifying Sales Opportunities
Overview/Description
William Penn (founding-father of Pennsylvania) said, Method goes far to prevent trouble in business: for it makes the task easy, hinders confusion, saves abundance of time, and instructs those that have business depending, both on what to do and what to hope. For the sales professional, there is such a method that will make tasks easier, save time, and build a predictable sales machine. This method, called Sales Manufacturing(TM), is not a way of selling, it is a way of thinking. It is not a sales process; it is a model for building the specific sales processes that best meet the needs of your business. In this course you will discover the principles of Sales Manufacturing, and how to approach the prospecting and business development stages of the system to insure you have sufficient raw materials to determine the successful operation of your sales machine.
Target Audience
This series will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
5.0 hours
Lesson Objectives:
The Making of an Effective Sales Model
Identify the benefits of understanding the underlying concepts of the effective sales model. Identify sales activities that illustrate the realities and shortcomings of common sales models. Identify examples of successful sales model considerations. The Sales Manufacturing(TM) Model
Identify the benefits of understanding the Sales Manufacturing(TM) model. Identify actions that illustrate types of sales accounted for in the Sales Manufacturing(TM) machine. Recognize the stages of the opportunity development phase of the Sales Manufacturing(TM) model Opportunity Development: Raw Materials for Success
Identify the benefits of using the Sales Manufacturing(TM) model for opportunity development. Sequence the steps to identifying one's universe of contacts. Apply the steps to identify one's universe of contacts, in a given sales scenario. Identify steps that illustrate the appropriate way to complete a Target Account Scoring matrix, in a given scenario. Determine if a given Target Account Scoring Matrix was completed appropriately. Identify lead generation guidelines. Apply the lead generation guidelines to a given sales scenario. Identify examples of sales contact requirements demonstrating prequalification criteria. Place a lead on the prequalification standard scale, given a sales professional's offering and contact need's description. Match sales examples with when to recycle sales opportunities. Back to ListSales Manufacturing(TM): Sales Production
Overview/Description
The Sales Manufacturing(TM) model places all the small efforts involved in sales together into a comprehensible system for sales success. The Sales Manufacturing(TM) model represents the framework for building sales processes rooted in the proven best practices of the sales profession. The Sales Manufacturing(TM) machine challenges you to view your business from a holistic perspective and to build the sales machine that best fits your specific business, in a way that will best produce the business results required for achieving your sales production goals.
Target Audience
This series will be useful for learners beginning their careers as sales professionals, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
6.0 hours
Lesson Objectives:
The Sales Manufacturing(TM) Machine
Recognize the benefits of understanding sales production within the Sales Manufacturing„¢ machine. Identify examples of initial actions required for effective sales production. Identify the Sales Manufacturing„¢ machine performance measures, given examples. Identify examples of the stages of the Sales Manufacturing„¢ model that relate to sales production. Sales Manufacturing(TM): The Sales Production Phase
Identify the benefits of sales production in the Sales Manufacturing„¢ machine. Identify sales interactions that reflect the principles of customer relationship building. Use the principles of customer relationship building to guide actions, in a given sales situation. Apply the qualification process to a given potential sales prospect. Identify examples of the three components of a persuasive sales proposal. Present a persuasive sales proposal to a given prospect. Identify requirements for demonstrating your ability to perform, given examples. Match examples of the elements of closing a sale with their sales production step. Apply the steps for making a final close, in a given sales scenario. After the Close: Cementing the Sale
Recognize the benefit of understanding how to reuse sales efforts. Identify examples of the principles of reinforcing a sale. Recognize the principles of recycling a sale. Place clients back into the Sales Manufacturing„¢ machine. Back to ListSales Manufacturing: Opportunity Development Simulation
Overview/Description
In this simulation, you will serve as a sales manager for Koshi Electronics, a manufacturer of business equipment whose product lines run from calculators to multifunction fax units and professional-grade copiers. With a combination of inside and field-sales personnel, Koshi sells its products strictly on a business-to-business level, focusing on three market segments: corporate, government, and retail channels. Koshi, in business for just over three years, has not made a concerted effort to identify and standardize the best practices for selling their products most effectively in the market they serve. The result is that management cannot reliably forecast future sales results, and individual sales performance tends to follow a series of unpredictable peaks and valleys. Management at Koshi has been studying the principles of Sales Manufacturing, and they believe it is the answer to their ailing performance in the marketplace. This simulation is based on the SkillSoft series Sales Manufacturing(TM): Building a Predictable Sales Machine and contains links to the following courses: SALE0421 and SALE0422.
Target Audience
This simulation will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their careers to the next level.
Expected Duration
0.5 hours
Lesson Objectives:
Sales Manufacturing: Opportunity Development Simulation
Calculating performance measures. Creating an ICP. Completing a TAS matrix for market segmentation. Generating leads. Prequalifying sales opportunities. Back to List
SalesUniversity Sales Manufacturing: A Success Model
Wouldn’t it be nice to have a sales success model, with specific steps in how to sell in
order to make selling easier, less time-consuming and more successful? Well, there is! The Sales Manufacturing™ Model
is more than a proven method of selling; it is a way of thinking. In this course, you will discover the principles how
to sell through the Sales Manufacturing model.
In order to “manufacture” consistent sales, you must have the right communication skills and other “raw materials”
that it takes to get the job done. The Sales Manufacturing model turns sales training into a comprehensible system for
sales success with proven best practices for the entire sales profession. CBT Direct’s SalesUniversity Sales Manufacturing
sales training course will help you get the sales results you need to achieve and exceed your sales goals.
Benefits of CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Sales Manufacturing
CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online training,
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The unique design of CBT Direct’s online training course in how to sell emphasizes learner initiative, self-management
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objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate
for those objectives. This effective instruction model for CBT Direct’s online course in sales training and communication skills
ensures the greatest level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Sales Manufacturing?
Entry-level sales professionals as well as seasoned sales professionals who are looking to take their
sales careers to the next level. As with all Sales University programs, this course is designed to meet learners wherever they
are in their skills and then challenge them to achieve higher professional excellence.
What Will Professionals Learn from CBT Direct’s Online Training Course on How to Sell – SalesUniversity Sales Manufacturing?
You’ll learn how to sell more effectively by understanding the underlying concepts of an effective sales model and recognize
particular sales activities that exemplify the realities and inadequacies of common sales models. You’ll discover the benefits of
The Sales Manufacturing Model and develop a knack for recognizing the different stages in the opportunity development phase of The
Sales Manufacturing Model.
With CBT Direct’s sales training course in “sales manufacturing”, you’ll learn how to sequence the right steps in identifying
your “universe of contacts” and discover the best way to complete a “Target Account Scoring” matrix and identify lead generation
guidelines. You’ll gain the tools needed to build your own prequalification standard scale and find the best ways to decide if
your sales offer meets your contact’s need description in order to qualify your chances of success.
Click here to see a detailed curriculum outline.
Polish your communication skills to initiate the best actions and performance measures for effective sales production,
according to the Sales Manufacturing model. Learn sales interaction techniques that reflect the principles of building customer
relationships, practice applying the qualification process to prospects and present a persuasive sales proposal through a real-world
sales scenario.
Most importantly, this sales training course will teach you how to sell through key communication skills such as persuasion,
presentation and demonstration and show you the vital steps necessary to make a final close, reinforce and sale and even recycle
a sale by knowing when to place clients back in the Sales Manufacturing machine model.
CBT Direct’s SalesUniversity Sales Manufacturing Success Model training will provide you with all of the sales tips you
need to know how to sell with minimal failures and maximum results.
SalesUniversity Sales Manufacturing: A Success Model
