Products

Apprentice, The: Case Studies on Sales and Negotiation

Media Type - DVD

Case studies on sales and negotiation looks at three of the tasks the teams were set to test their selling skills: property letting, car selling, and B2B sales. These diverse, real-life business situations illustrate the key prin-ciples of selling, from preparation and planning, through to working with your customers to finally close the sale successfully.

The programmes can be used to support your formal training prog-rammes, and can easily be edited and amended to give you complete flexibility over the content.

The key outcomes:
• Improve and perfect the skills needed for all aspects of a successful sale in any line of business
• Enjoy improved productivity

Learning chapters:

Case study on property letting:

  • Introduction
  • The task
  • Misleading promises
  • Poor planning and preparation
  • Didn't establish needs and wants
  • Prepare and plan
  • Work with customers
  • Close the sale
  • Get your attitude right
  • Boardroom result

Case study on car sales:

  • Introduction
  • The task
  • Poor product knowledge
  • Didn't qualify lead
  • Misleading promises
  • Poor negotiating skills
  • Didn't ask for the order
  • Prepare and plan
  • Work with customers
  • Close the sale
  • Get your attitude right
  • Boardroom result

Case study on selling to trade:

  • Introduction
  • The task
  • Poor preparation and planning
  • Didn't know product
  • Didn't qualify the lead
  • Didn't negotiate high
  • Failed to establish needs and wants
  • Prepare and plan
  • Work with customers
  • Close the sale
  • Get your attitude right
  • Boardroom result
Style:  Documentary

  • Support Material - Course leader's guide, Delegate worksheets, Self-study guides, Customisable presentation slides
    Length - 3 videos (Total 110 mins)
  • Pricing
    Price - INR 31,500
    Intl. Price - $ 999.00