Agenda sessions & course syllabus Week Topic Content Week 1 (15-9) Overview of the personal selling Hopes, resources and fears for course Differences with other communication styles Learning styles and professions (sales) Sales careers Assignment 1&2: prepare questions groups interview a sales professional. Watch Sales Film for Image of sales people. Role Play: Sell me a pen Week 2 (22-9) Building Trust Trust analysis: how to build it. Generating trust and damaging trust, how to build relationships Ethics and the law Assignment: learning names and collecting NOs Negotiation Week 3 (29 - 9) Understanding buyers (and recruiters) Professional business markets Types of buyers and needs Evaluation procedures Buying decisions Communication competencies Purchasing processes Recruiter and their `purchasing´ needs Simulation PRUNES Negotiation Week 4 (6-10) Communication skills Collaborative processes and communication Techniques for communication (questioning) Assignment Prepare a Sales Diagogue to sell consultancy Week 5 (13-10) Communication skills Learning to listen (empathy) Recognizing emotions (own and others´) Emotional Intelligence and relevance for sales people Non verbal communication Week 6 (20-10) Strategic prospecting Lead generation Networking and organizational awareness Week 7 (27-10) Planning sales dialogues and presentations Sales communications format Great pitches and sales proposals in writing dialogue templates Engaging customer Role play for B2B selling video Week 8 (3-11) B2C sales Process for selling to the public in shops Model Preparing benefits package Looking for signs of acceptance Role play B2C Assignment Video learning Assignment Selling Retail Week 9 (10-11) MID TERM Assignment Presentation on salesperson interviews Week 10 (17-11) Sales dialogues:creating and comm. value Rhetoric of sales Selling ideas and hopes: how Steve Jobs does it Engaging customers Using examples NLP for sales Week 11 (24-11) Sales negotiations Sales tactics. How to defend against them. Case Pacific Oil Negotiating buyer resistance Responding to objections Securing commitment and closing Week 12 (1-12) Sales negotiation Frasier Looking for value Distributive sales negotiations Role play Assignment Sales Pitch Week 13 (8-12) Sales negotiation Integrative sales negotiations Video learning Role Play: Beverage sale role play Week 14 (15-12) Expanding customer relationships Follow up customer Customer satisfaction Quality customer service Role play: dealing with the unwanted returns Week 15 (7-1) Self leadership and teamwork Effective self leadership Establish customer value through teamwork Teamwork skills Optimism: the role of positive thinking in sales (and life) Week 16 (12-1) Sales Management Effective sales strategies Developing the salesforce Leading the sales force and Leadership styles Determining salesforce effectiveness and rewards Evaluating organizational and individual performance CRM Selling yourself …resume and personal branding Week 17 EXAM