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Created with Fabric.js 1.4.5 Role Plays Brainstorming Small and large group exercises Group strategy discussions Application of industry specific scenarios Hands on and demonstrations of Neopost/Hasler Mailing, OMS DH 35/65 OMS & Bulkmailer Value Proposition content, Salesforce Application Best Practice to Support Core I Training ProspectingApproachingDiscoveryPresentingClosingOvercoming ObjectionsMailing industry Competition and competitive StrategyMid Commercial mailing productsCore Practical Training in SalesForceProduct knowldege in Mailing systems, DH 35/65 OMS, Bulkmailer Prerequisites Objectives 2 weeks All New Sales Representatives Efficiently prospect for highly qualified customers Effectively ask questions to uncover prospects needs/problems Perform a sales presentation to fit the customers specific needs Detail features and benefits of Mid Commercial mailing products Utilize industry knowledge as a differentiator in the sales process Provide differentiation of value proposition Overcome common objections Close the sale confidently Utilize Salesforce CORE I WORKSHOP CORE II WORKSHOP Who Should Attend Successful completion of the New Hire KitReview and complete Sales Tools assignedManagement signature that all prerequisites have been successfully completedHas demonstrated a basic level of Salesforce application This includes: Length Who Should Attend All New Sales Representatives Length 4 days Who Should Attend All Sales Representatives who successfully complete Core I Successful completion of the New Hire Kit Purchase and complete reading of SPIN Selling Fieldbook Achieve passing grade of 80 or higher in open book web based quiz Local Management sign off all prerequisites has been successfully completed Prerequisites Content In depth role plays of Real customers and their applications with assistance of Neopost/Hasler Sales Managers Small and large group exercises Group presentations to high level executives Application of industry specific scenarios Hands on of Neopost/Hasler Mailing Products In Depth coverage of Sales Force Content Expectations Efficiently prospect for highly qualified customers Effectively ask questions to uncover prospects needs/problems Perform a sales presentation to fit the customers specific needs Detail features and benefits of High Commercial mailing products Close the sale confidently Utilize industry knowledge as a differentiator in the sales process Provide differentiation of value proposition comparison to competition Expectations Creation of Accounts and Account UpdatesOpportunity, Pipeline and Forecast ManagementActivity and Event Creation and Management
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