Overview/Description Target Audience Expected Duration Lesson Objectives Course Number Overview/Description
This course will provide insight to sales professionals on differentiating their product or service and building value for customers. This course will help provide critical perspectives on factors affecting value and how to determine value in a product or service. The course also outlines the importance of competitive advantage and how to make competitive advantage work. Further, it introduces ways in which you can identify strengths and weaknesses, create customer profiles, develop a selling strategy, and continuously provide value to meet customer needs.
Target Audience
This course is for experienced sales professionals with a fundamental understanding of conducting a sales call and selling techniques. It is designed for sales professionals who have been selling for 1-3 years and who have the need to perform analysis of product and service offerings and create tactical plans for dealing with highly competitive sales situations. The secondary audience for this series includes sales managers and marketing professionals. It is recommended that individuals take the first course in the series or have equivalent knowledge..