Sales Communication Techniques Simulation

Overview/Description
 You have recently begun working as a sales representative for Clinical Protocols Software (CPS), Inc. CPS makes utilization review software. Your job is to sell a software product called Procedure Protocols Plus. CPS designed this product for managed care companies to use to evaluate proposed surgeries and make hospital length-of-stay recommendations. For example, when a doctor calls an insurance company because a patient needs heart bypass surgery, the company's call-center nurse enters the details of the case into Procedure Protocols Plus. Then, using the provided information, Procedure Protocols Plus helps evaluate the medical necessity of the procedure. In this simulation, you will try to sell Procedure Protocols Plus to Medico Managed Care Group, a large health insurance company. You will meet with four different buyers from Medico and each will require you to adapt to a different communication style. Also, you will need to tailor your sales message depending on the type of buyer with whom you are speaking. If you are able to successfully communicate your sales message to all of the buyers, you will make the sale! This simulation is based on the "Sales UniversityŽ Sales Communication 101" series and contains links to the following SkillSoft courses: SALE0431, SALE0432, SALE0433.

Target Audience
 This simulation will be useful to both the seasoned and beginner sales professional seeking to improve interpersonal-communication skills and practice telesales techniques.

Expected Duration
0.5 hours

Lesson Objectives:

Sales Communication Techniques Simulation

  • using interpersonal communication skills.
  • delivering persuasive sales messages.
  • tailoring your message for different types of buyers.
  • employing aggressive listening techniques.
  • handling objections.
  • developing enthusiasm for selling.
  • using the telephone as a sales tool.
  • observing appropriate telesales etiquette.
  • utilizing effective verbal strategies.
  • exercising an adaptive communications style.

    • Course Number: SALE0430