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  • Date Submitted: 04/01/2012 11:36 PM
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Module 1
Building Relationships
Self-Study Guide


































Copyright © 2006 by Happy Customer, Inc, 100 Moss Creek Walk, Fairburn, GA   30213
Copyright law prohibits reproduction of this material, in any manner, without the express written consent of Happy Customer.   This version is approved for reproduction, modification, and distribution within Tuskegee University’s DBE organization and its members.





Introduction

Welcome to Customer Focus Relationship Selling!   Customer Focus Relationship Selling is a sales development program unlike any other you may have participated in.   It is unique because it recognizes that successful selling involves both a Sales Process and a Buying Process.   It is based on a fully-researched and validated consultative selling methods that support firm’s dedication to “Earning Customer Loyalty” and “Six Sigma.”

If you’re an experienced sale professional, Customer Focus Relationship Selling will review “selling essentials” and have you looking at selling in a new way.

If you’re just beginning a career in sales, Customer Focus Relationship Selling will give you a solid foundation on which to build a successful future.

The Customer Focus Relationship Selling Modules

The Customer Focus Relationship Selling training program consists of six modules that present skills to form the basis of successful selling.   Each Customer Focus Relationship Selling module has three learning phases:

    1. Self-Study Guide:   This is the guide you are reading now.   The topics covered in the Self-Study Guide lay the groundwork for the workshop.
    2. Workshop:   After you’ve gone through the self-study guide, you’ll participate in a workshop to practice the skills you learned, plus learn additional skills.
    3. Field Application:   Follow-up assignments provide an opportunity to apply Customer Focus Relationship Selling to your real accounts, after the workshop....

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