Unit 1: Background Information

• Correctly list the six basic steps of the sales process.
• Obtain a client's written consent to complete the sales process.
• Correctly list three actions you must complete before a client will commit to buying.
• Simulation Overview:
• In this simulation you will meet ------- Regional Vice President of Sales. Through your questions and his answers you will learn about the process of selling why it is important to acquire written consent from a client and the benefits of maintaining relationships with your clients.

Unit 2: Building Relationships

• Complete three actions to help you when building relationships with clients.
• Demonstrate honesty authority reliability and competence.
• Ask situation-appropriate questions during the sales process.
• Follow three guidelines for gathering information.
• Simulation Overview:
• In this simulation you will meet ------- the owner of ---. Mr. ---- is going to open two new - ---   Computer stores in three months. As one of Account Executives for the Business Solutions product line your goal is to build a meaningful relationship with -------.

Unit 3: Demonstrating the Need

• List the three stages of need.
• Respond to a client based on his or her stage of need.
• Differentiate between personal and economical objections to buying.
• Help clients visualize themselves benefiting from your product or service.
• Simulation Overview:
• In this simulation you are part of the sales team for ------   and will meet   -------- office manager for the ----------. The firm is growing rapidly and needs to expand and upgrade its internal network. ------ has requested to meet with you to discuss proposal for the project.

Unit 4: Satisfying the Need

• Restate a client's key issues.
• Explain how your product or service meets the key issues.
• Manage a client's anxiety by speaking plainly asking for feedback and sharing success stories.
• Gather specific information before negotiating.
• Complete the five stages of negotiation.
• Simulation Overview:
• In this simulation you will meet ------ to discuss needs N the ways to satisfy.