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Home Sales and Customer Management
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Training Needs Analysis

  • PRINCIPLES OF GETTING IDEAS ACCEPTED
  • PERSUASION
  • INFLUENCING STRATEGIES
  • PRINCIPLES OF SELLING
  • SELLING TECHNIQUES, SKILLS AND STRATEGIES
  • SALES PROCESS
  • GETTING PAST “NO”
  • NEGOTIATION
  • MARKETING
  • CONSULTING
  • CUSTOMER SERVICE PRINCIPLES AND MEASURES
  • ESTABLISHING CUSTOMER SERVICE BEHAVIOURS

Training Needs Analysis Checklist

You can assess your own specific learning needs. Just identify the appropriate box and we can fulfil those needs.

*Explanation

1. NEED TO LEARN - I am not fully competetnt in the skill and need to be in my current job.

2. REFRESH - I am quite competent in the skill but would like my skill refreshed, reinforced or developed.

3. LIKE TO LEARN - I am not fully competent in this skill and would like to learn it for my development.

4. COMPETENT - I am fully competent in the skill and require no further input.

 

 1. NEED TO LEARN2. REFRESH3. LIKE TO LEARN4. ALREADY COMPETENT

PRINCIPLES OF GETTING IDEAS ACCEPTED

  • Differentiating persuasion, selling, influencing and negotiation
    

PERSUASION

  • Defining persuasion
  • BIP strategy
  • Asking for more resources process
    

INFLUENCING STRATEGIES

  • Defining 14 Influencing strategies
    

GETTING PAST “NO”

  • Defining the 5 reasons people say “No”
  • Strategies for overcoming “No”
    

PRINCIPLES OF SELLING

  • History of Selling
  • Planning
  • Defining and uncovering needs
  • Presenting proposals
  • Trial closing and closing
  • Record keeping
    

SALES TECHNIQUES, STRATEGIES AND SKILLS

  • Relationship selling
  • Selling against the competition
  • Gaining new accounts
  • Managing difficult buyers
  • Understanding buyer motivations
    

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