Professional Selling SkillMap assessment and development guide Learning that fits. Learning that...

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Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM

Transcript of Professional Selling SkillMap assessment and development guide Learning that fits. Learning that...

Page 1: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

Professional Selling SkillMapassessment and

development guide

Learning that fits. Learning that works. Learning that lasts.

TM

Page 2: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

• The last thing the world needs is another sales training program, so what problem are we trying to solve?

Page 3: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

• Skill assessment based upon a B2B consultative selling model

• A deep, comprehensive assessment, not tied to any particular training program

• Compatible with all mainstream consultative sales programs and approaches– Miller Heiman, SPIN Selling, DISC Sales Strategies, etc.

Page 4: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

• Product Knowledge • Handling Rejection • Asking Tactical Questions• Asking Strategic

Questions• Confirming Needs • Presenting Benefits • Time Management • Territory Management • Sales Cycle Management

• Building Rapport• Prospecting • Handling Objections• Integrity• Active Listening • Self-Motivation • Gaining Commitment • Reducing Buyer's

Remorse • Self-Coaching • Handling Adversity

Page 5: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

• Prospecting • Building Rapport• Asking Tactical Questions• Confirming Needs • Presenting Benefits• Handling Objections• Gaining Commitment• Reducing Buyer's

Remorse

Page 6: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.
Page 7: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.
Page 8: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

• A broad array of training tools are available for each skill category including:– E-learning course– Workbook– Facilitator Guide (for workshop delivery)– Audio CD

Page 9: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

In addition to individual results, the administrative “dashboard” allows managers and supervisors to view the aggregate results of•The entire sales force•Divisions•Sales teams•Other sub-groups as requested

Page 10: Professional Selling SkillMap assessment and development guide Learning that fits. Learning that works. Learning that lasts. TM.

Technology that enhances classroom learning

Technology that enhances classroom learning

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LEARNING. How do we learn? Most learning is associative learning Learning that certain events occur together.

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WHAT IS ACTIVE LEARNING? Active that Learning Promotefaculty.academyart.edu/.../Conferences/...that_Promote_Active_Learning.pdf · 5 Slide Designs that Promote Active Learning AAU

Learning. How Do We Learn? Most learning is associative learning. – Learning that certain events occur together.

Learning. How Do We Learn? Most learning is associative learning. – Learning that certain events occur together.

Learning What is Learning? –Relatively permanent change in behavior that results from experience (behaviorist tradition) –Can there be learning that does.

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Learning Tips - Believes that hurts learning

Learning - Things that work!

Learning - Things that work!

Digital Learning Experiences: that inspire

Digital Learning Experiences: that inspire

Marketing SkillMap TM Assessments

Marketing SkillMap TM Assessments

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Learning Assessment Methods that Enhance Learning …

Practices that Support Student Learning

Practices that Support Student Learning

“A Learning environment that promotes a learning culture”

“A Learning environment that promotes a learning culture”

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TEACHING AND LEARNING OUTCOMES THAT PROMOTE ACTIVE LEARNING AND INTELLECTUAL DIVERSITY

Metrics That Matter Learning Analytics The standard in Learning Measurement.

Metrics That Matter Learning Analytics The standard in Learning Measurement.

Learning Technologies that Are Not Meant for Learning: A Critical ...869451/FULLTEXT01.pdf · Learning Technologies that Are Not Meant for Learning A Critical Discussion of Learning

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Transformative Learning Purple PaperDeep learning is “learning that takes root in our apparatus of understanding, in the embedded meanings that define us and that we use to define

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Creating Mobile Learning That Works

Creating Mobile Learning That Works

Games that encourage montessori learning

Games that encourage montessori learning