Professional Selling Skills

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Students examine selling as a profession and their role in successfully building customer relationships. In preparation for relationship selling, students learn the 10 steps of the selling process and analyze the psychology of selling, buyer behaviour, and examine the communication strategies needed to adapt to different customer behavioural styles. The essential skills, qualities and techniques necessary to succeed in today's business environment are identified and applied in a variety of formats including roundtable discussions, video exercises, case studies and role play. Students plan, research, prepare and deliver a solution-based sales presentation.

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