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Basics of Business to Business Professional
Selling
Professional selling is about building long-term relationships between
suppliers and customers. These relationships are not built via tricks
and high-pressure tactics. Rather, they evolve over time as trust
develops. Understand the process of professional selling from the early
stages of prospecting through face-to-face presentations and how to close
the sale in a professional manner. When properly done, long-term
relationships are built and reinforced.
Objectives:
Participants will
learn how to:
- Efficiently and effectively approach the sales process.
- Work the telephone to effectively convey your message while qualifying prospects.
- Handle objections and practice concrete suggestions to help you get orders.
- Take the fear out of what to say when you see the prospect.
- How to maximize face time.
Presenter: Kirk Smith, Ph.D. Associate Dean, Business Graduate Studies and Executive Education, Boise State University. Dr. Smith holds a Bachelor of Mechanical Engineering and an MBA from Colorado State University. He earned his Ph.D. in Marketing from The University of Houston. Prior to joining academia, Dr. Smith's decade-long work career centered on the successful turnaround to profitability for two companies. He specializes in marketing strategy, professional selling, and sales management and has consulted for numerous companies including Extended Systems, Hewlett-Packard, Stellar Dynamics, and WRC Advertising. He has won teaching awards at both the University of Houston and Boise State University. Dr. Smith has published research in the Journal of Personal Selling and Sales Management, Industrial Marketing Management, and the Journal of Marketing for Higher Education.
Dates/Times: April 23, 2008 | 9am - 4pm
Location: Boise State University - SUB, Ah Fong Room
Fees: $210 per person,
per program includes all materials.
Early Bird Rate: $195 if registered by April 9.
Groups: Group discounts are available for three or more
participants registering from the same organization.
Cancellations: If you cancel at least 48 hours prior to the first class we will refund the tuition minus a $25 processing fee. If you do not cancel at least 48 hours prior to the first class, the participant or organization will be held responsible for the full fee.
