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...

Championship teams win titles because they are comprised of members who are talented athletes possessing the right combination of skills, attitude, and enthusiasm to go out and win. The members of a...

Everything you do in an inbound sales call leads up to the completion of the sale. A successful inside sales consultant knows how to keep a customer's attention all the way through the close of the...

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...

Bernard Berenson, the prominent American art critic, said, "I would, I could stand on a busy corner, hat in hand, and beg people to throw me all their wasted hours." Would you like to recapture your...

For your value proposition to be perceived as credible and persuasive, you need to master how to craft and communicate your message. "Sales Communications Essentials" will help you cultivate the...

In this course, you'll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting you'll have with your client. This...

During the course of this simulation, you will assume the responsibilities of a sales manager for Upper Crust Delectables--a thriving business that distributes gourmet baked goods to hotels and...

Many field sales representatives are set loose on their assigned territories armed only with a few sales tips and some information about the products and services they're selling. This course builds...

The most important meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain...

William Safire, a columnist for the New York Times, said, "To communicate, put your thoughts in order; give them a purpose; use them to persuade, to instruct, to discover, to seduce." This is true...

You already recognize that information is power, but do you understand the role that communication plays in disbursing information? The success of organizations in today's business climate depends on...

Famous college football coach Lou Holtz said, "Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it." As a sales manager, what can you do...

You might have heard the saying, "it ain't over 'til it's over." This is especially true with inside sales calls. To be a successful inside sales consultant, you need to know how to keep your...

You are an inside sales representative for Muscle-Bound Fitness, a franchise of fitness facilities with a unique corporate wellness offering. In this simulation, your boss has asked you to contact a...

A unique quality of effective field sales representatives is their ability to assess their customers' needs, determine sales opportunities, and access the decision makers--often in one or two sales...

Managing your team is an important part of your job as a sales manager, but it isn't the only hat you wear. You also have to manage the business side of your sales manager position. For example, you...

Fifteen seconds doesn't sound like very much time, does it? As an inside sales consultant, you will have a lot riding on what happens in those few seconds. That is usually all the time you have to...

A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable...

Do you think selling means waiting for the phone to ring? A successful inside sales agent begins planning long before the customer calls. Successful inside selling is all about being prepared, and...