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Selling Strategically
This exciting program for sales executives highlights a system for developing specific selling skills. At the beginning of the workshop, the facilitator provides the characteristics of a strategic sale as follows:
- The selling organization has many options available
- There are always more than one person involved
- Sever organizational levels are involved
- The buying organization’s decision making process can be simple or complex
- The product being sold may be highly complex or simple (e.g., gas chromatograph/mass spectrometer or Kleenex)
The program demonstrates the various levels of buying influencers, from the economic buying influencer, user buying influencer, technical buying influencer to coach.
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