Strategic Sales Dynamics Fifty years ago all sales were closed tactically, and furthermore, all sales training available concentrated on the “face-to-face” aspect of the sale.
It wasn’t until the end of the 70’s, with the growth of B2B sales that sales forces began to notice the importance of positioning, evaluation of sales influences, their modes, purchasing strengths and needs as well as emotional reasons for the purchase.
These are all the aspects that are addressed in Strategic Selling in order to set a professional sales force, dealing in a competitive marketplace, ahead of its competition.
Outline:
- Strategy and tactics
- Situational analysis
- The complex sale
- SWOT
- Buying influences
- The long-term
- Buying cultures
- Adopting technology
- Dealing with competition
- Psichography
- Objectives planning sheet
- The prospect management board
Alfa Omega Potencial Humano.
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info@alfaomegaph.com