Business Development & Selling Skills enables professionals to improve the entire sales cycle of a business. Sales is among the most important function to transportation, supply chain, and logistics business – yet relatively few in those roles have formal, specialized training in this surprisingly complex discipline.
The course begins with principles of networking and business development and continues all the way to the creation of effective contracts. Learners will develop an understanding of the strategies involved in every step of the sales cycle and the ability to use practical and proven sales tactics.
Business Development & Selling Skills assignments include the use of planning tools, as well as interactive role-playing exercises, to hone the abilities most valuable to the sales cycle. This course delivers immediate, practical benefits for professionals in supply chain logistics who are involved in sales and business development functions. The curriculum is highly relevant to those who manage complete sales cycles; those responsible for sales planning and strategy; and those on the front lines of the salesforce.
By the end of the course, learners will be able to more effectively create a sales plan and execute on it with confidence and improved pitching skills – leading to more prospects and more successfully closed sales.
Modules:
- Opportunity Management & Networking
- Business Development & Prospecting
- Trust-Based Selling
- Customer Need Discovery
- Effective Questioning Practice Role-Play
- Influencing
- Objection Handling
- Presenting with Impact
- Effective Contracting
All materials required to complete this course are included on the course site. No textbook required.
