| # |
Project |
Objectives |
Minutes |
| 1 |
The Effective Salesperson |
- Learn a technique for selling an
inexpensive product in a retail store;
- Recognize a buyer's th0ought processes in
making a purchase;
- Elicit information from a prospective
buyer through questions;
- Match the buyer's situation with the most
appropriate product.
|
8-12 |
| 2 |
Conquering the
"Cold Call" |
- Learn a technique for "cold
call" selling of expensive products ore services;
- Recognize the risks buyers assume in
purchasing;
- Use questions to help the buyer discover
problems with his or her current situation;
- Successfully handle buyer's objections
and concerns.
|
10-14 |
| 3 |
The Winning Proposal |
- Prepare a proposal advocating an idea or
course of action;
- Organize the proposal using the six-step
method provided.
|
5-7 |
| 4 |
Addressing the
Opposition |
- Prepare a talk on a controversial
subject that persuades an audience to accept or at least consider your
viewpoint;
- Construct the speech to appeal to the
audience's logic and reason.
|
7-9 for
speech, 2-3 for q&a |
| 5 |
The Persuasive Leader |
- Communicate your vision and mission to an
audience;
- Convince your audience to work toward
achieving your vision and mission.
|
6-8 |