Sales 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.

    • Course Number: SALE0422