TRAINING COURSE CATALOG

Digital Negotiations

As businesses grow and become more global, you’ll find more negotiations are being done through a variety of electronic media.

English (US)

10 Minutes

Where Do Product Ideas Come From?

When you come up with a new product idea, don’t ask, what should I sell next? Instead ask, what does the customer want to buy?

English (US)

10 Minutes

Effective Sales Skills

With effective sales skills, sales approaches can be very different depending on the selling situation.

English (US)

10 Minutes

Calculating Internal Rate of Return

The IRR is a discounted rate that makes the net present value (NPV) of cash flows from a project equal to zero.

English (US)

10 Minutes

Impact of Constraints

Time, resources, and output are all part of a project you are required to complete. What happens when one or more of these shifts once the project is underway?

English (US)

10 Minutes

The Sales Approach – Confidence and Credibility

Confidence, Credibility, Contact, Communication, Customization, and Collaboration, will help you anticipate your customers responses, adapt, and execute your approach with success.

English (US)

10 Minutes

The Sales Approach – Contact and Communications

Confidence, Credibility, Contact, Communication, Customization, and Collaboration, will help you anticipate your customers responses, adapt, and execute your approach with success.

English (US)

10 Minutes

Customer Contracts

By establishing open line of communication, you’ll make sure your customer is satisfied with your services. You may discuss expanded service options that can be purchased or offer a discount for early contract renewal.

English (US)

10 Minutes

Salesperson Responsibilities

Salespeople in these sales positions may have titles such as account manager, product manager, or sales representative. It’s important to understand these differences to be successful in your position.

English (US)

10 Minutes

Customization and Collaboration

Consider the six Cs of the sales approach: Confidence, Credibility, Contact, Communication, Customization, and Collaboration. These will help you anticipate your customers’ responses, adapt, and execute your approach with success.

English (US)

10 Minutes

Features and Benefits Using SPIN Selling

When presenting your product or solution, you want to tell your customer about the features and benefits (FAB) and how they’re a solution to a perceived problem.

English (US)

10 Minutes

Managing the Negotiators’ Dilemma

How to manage the negotiator's dilemma depends on whether you tell the truth and believe what other people say in a negotiation.

English (US)

10 Minutes

Fanatical Prospecting

People, not organizations or departments, are the basics of prospecting. It's key to find key individuals at each company when you're cold calling. 

English (US)

10 Minutes

Effectiveness vs. Efficiency

You work efficiently. The problem is that efficiency is only a small part of effectiveness, which is what we want to accomplish. Prioritizing your time for effectiveness is the next challenge.

English (US)

10 Minutes

Courage and Integrity

There are several important virtues you should have as a salesperson. Often, you may want to promise the moon to your clients, but it’s always better to under-promise and over-deliver.

English (US)

10 Minutes

Focus and Cooperation in Sales Leadership

In sales leadership, the most important team contribution you can make is to help everyone remain calm, clear, focused, and forward-thinking concerning your values, vision, mission, purpose, and goals.

English (US)

10 Minutes

Humility and Foresight in Sales Leadership

Humble leaders have the security and self-confidence to recognize the value of those around them. And foresight is when leaders can look into the future and anticipate what might occur.

English (US)

10 Minutes

The First Sales Call

How to manage the negotiator's dilemma depends on whether you tell the truth and believe what other people say in a negotiation.

English (US)

10 Minutes

Leadership Responsibilities in Sales

There are a variety of essential skills every sales leader must have to inspire their team to work to their full potential.

English (US)

10 Minutes

Sales and the Principle Maneuver

The principle maneuver is a military principle used to help you achieve victory over your competition. Each principle shows how it can be applied to be more effective as a leader in your organization.

English (US)

10 Minutes

Engaging Sales Presentations

Your product or service comes alive in an engaging sales presentation. Try and see the presentation as if you’re the prospect. In what ways can you delight or surprise your customer?

English (US)

15 Minutes

International Finance Considerations

If you’re working in an organization that has customers or prospects in other countries, do you understand exchange rates, how that impacts sales, and the creation of jobs in the economy.

English (US)

10 Minutes

Understanding Power and Dependency

Fortune named Steve Jobs the most powerful person in business. Jobs transformed no fewer than five different industries. He used six types of power: expert, legitimate, reward, referent, information, and coercive.

English (US)

10 Minutes

Using Power and Influence Ethically

The circumstances of power make it easy for misuse to occur. Legitimate from the position they hold, coercive from the ability to fire employees, and the ability to give raises and perks.

English (US)

10 Minutes