Inside Sales for the New Century

Each of the three related courses in this course block deals with the role and skills of inside sales in distribution as it exists today. The three courses are: The Role of Inside Sales, Sales and Customer Service Skills, and You and the Company.

The content for this course is provided by Chuck Holmes, president of Corporate Strategies, Inc.

Competencies: 
On completion of the course block the student will be able to:

• Understand the various roles of inside sales in the changing business of distribution.
  
• Be able to describe four inside sales models used by distributors today.
  
• Understand the company/customer relationship ladder and the advantages of the relationships on the higher rungs.
  
• Identify a customer's position on the Profitability/Loyalty matrix, and improve it by addressing it appropriately.
  
• Deal properly with the three parts of the customer encounter.
  
• Identify features and benefits and present them properly.
  
• Identify and deal with objections.
• Identify and eliminate time wasters.
• Set appropriate personal goals.

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