Académique Documents
Professionnel Documents
Culture Documents
Prospecting
Targeting
Communicating
Selling
Servicing
Information gathering
Allocating
Deliverer
Order taker
Missionary
Solution vendor
firm itself
product/service offerings
customers & competitors
sales presentation skills
field procedures and responsibilities
negotiation skills
relationship building skills
Call planning
Sales skills
Norms for prospecting calls
Norms for current customer calls
Time management!
Goals is to increase a salespersons effective
selling time (currently often less than 25%)