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Apprentice, The: Case Studies on Sales and Negotiation
Case studies on sales and negotiation looks at three of the tasks the teams were set to test their selling skills: property letting, car selling, and B2B sales. These diverse, real-life business situations illustrate the key prin-ciples of selling, from preparation and planning, through to working with your customers to finally close the sale successfully.
The programmes can be used to support your formal training prog-rammes, and can easily be edited and amended to give you complete flexibility over the content.
The key outcomes:
• Improve and perfect the skills needed for all aspects of a successful sale in any line of business
• Enjoy improved productivity
Learning chapters:
Case study on property letting:
- Introduction
- The task
- Misleading promises
- Poor planning and preparation
- Didn't establish needs and wants
- Prepare and plan
- Work with customers
- Close the sale
- Get your attitude right
- Boardroom result
Case study on car sales:
- Introduction
- The task
- Poor product knowledge
- Didn't qualify lead
- Misleading promises
- Poor negotiating skills
- Didn't ask for the order
- Prepare and plan
- Work with customers
- Close the sale
- Get your attitude right
- Boardroom result
Case study on selling to trade:
- Introduction
- The task
- Poor preparation and planning
- Didn't know product
- Didn't qualify the lead
- Didn't negotiate high
- Failed to establish needs and wants
- Prepare and plan
- Work with customers
- Close the sale
- Get your attitude right
- Boardroom result
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Support Material - Course leader's guide, Delegate worksheets, Self-study guides, Customisable presentation slidesLength - 3 videos (Total 110 mins)
