Selling methodologies for Business Development is a course that will help participants understand the selling and buying process of the complex sales. Participants will review the steps needed from planning to close the sales cycle. In the prospecting phase participants will be challenge to compare their vision and mission to the potential prospects to be more effectively increasing the ratio of clients / prospects for at least 30%. Factors affecting the purchasing decision as well as the different motivators and interest for purchasing decision making will be analyzed. The strategies and formats for the best practice proposals and presentations will be discussed and put into practice with real cases from participants. Participants are asked to send ahead of time their own proposals and presentations to be analyzed and improved. Participants have an opportunity to freely discuss their own cases or keep them confidential by contacting the professor via e-mail prior to the course beginning.

Faculty:

Habib CHAMOUN-NICOLÁS  December 2-5, 2010