Advanced Sales Simulation

Overview/Description
 This simulation will test your ability to build relationships with external customers and apply appropriate techniques throughout the sales process leading to a sucessful sale. You are a sales executive for a company which designs and sells office furnitiure and equipment. You have recently received a sales lead from the purchasing manager at the regional headquarters of a large corporation. The corporation is in the process of renovating their headquarters in line with their new corporate image. You have an appointment with Richard Marshall, who has responsibility for contracting with a suitable vendor. By handling this situation well you could land a lucrative contract with the potential for additional sales. This simulation is based on the SkillSoft series Advanced Sales and contains links to the following SkillSoft courses: SALE0213, SALE0214, SALE0215, and SALE0217.

Target Audience
 Sales professionals

Expected Duration
0.5 hours

Lesson Objectives:

Advanced Sales Simulation

  • establishing successful relationships with external customers.
  • determining the customer behavior category.
  • selecting appropriate behavior to match the defender's style.
  • applying appropriate behavior to match the customer's style to establish rapport.
  • applying appropriate behavior to match the customer's style to uncover customer needs.
  • apply appropriate behavior to match the customer's style when selling benefits.
  • applying appropriate behavior to match the customer's style to overcome objections.
  • applying appropriate behavior to match the customer's style to close the sale.
  • determining the customer's communication representation system.
  • applying appropriate communication techniques to match the customer's communication system.
  • responding appropriately to customer body language.

    • Course Number: SALE0210