This introductory course emphasizes revenue generation and investigates the key steps of the sale process, how buyers react at each stage, and the marketing tools that have increased the sophistication, productivity and pace of selling. Participants learn to systematically convert prospects into customers and to maintain relationships to maximize long-term profitability. This course is eligible for HRCI credit.
- Buyer psychology
- Prospecting methodologies
- Customer relationship management
- Lead generation tactics