Sales Certificate Program
Dates for Fall 2008 have yet to be determined
Ball State Indianapolis Center
Cost for program: $399.00

Program Overview

The key to successful professional selling is the ability to effectively execute the sales process and to cultivate productive relationships with current and prospective customers.  This 2-day certificate program is designed to enhance those abilities among participants through hands-on, results-based sales training. This interactive workshop will go beyond theory and provide individuals with the skills and strategies they need to successfully execute the sales process and establish and manage long-lasting customer relationships. The course will provide new salespeople a jump-start into successful selling while helping veteran sales professionals fine-tune their professional selling skills.

At the conclusion of the course participants will recognize the characteristics of a successful salesperson, appreciate the power of relationship selling, and understand client behaviors.  Participants will also learn tools and techniques to help them productively prospect, establish rapport through communication, ask effective questions, and successfully manage the sales process.

Program Agenda (Participants MUST attend all four sections to receive certificate)

Building Blocks to Successful Selling I

1. How to Create a True Dialog
2. What is Relationship Selling
3. Buyer Behavior

Building Blocks to Successful Selling II

1. Building and Enhancing Trust
2. Selling and the Communication Process
3. Developing Relationships

The Sales Process I

1. Managing the Sales Process
2. Prospecting and Pre-Call Planning
3. Gathering "Mission-Critical" Information Through Effective Questioning 
4. Presenting Relevant Compelling Solutions

The Sales Process II

1. Handling Sales Resistance
2. Earning Commitment
3. Follow-up and Cementing the Relationship

Program Instructors

Ramon A. Avila, Ph.D.
Scott A. Inks, Ph.D.

Sales Certificate Program Registration Form

Additional Information

For program and registration information, please contact Krista Flynn at (765) 285-5679.