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PrimeSales™

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Curriculum Overview
The PrimeSales™ curriculum provides learners with a methodical approach to buyer-focused selling. It presents an overall process for successful selling and provides practical guidelines on how to plan, start and close all aspects of the sales cycle, as well as the skills needed to succeed at each stage. These include effective verbal and body language, listening skills, telephone skills, communications and proposal writing.

Content Alliance
The PrimeSales™ curriculum contains original content provided by Xerox, the world’s leading document company, renowned for its sales training curricula. These courses have been created under an exclusive co-development license between Xerox and PrimeLearning.com™.

Target Audience
New and experienced sales representatives, account managers, sales consultants and sales managers.

Certification
PDU Credits: 41 PDUs

Prerequisites
None

Skill Level
Entry & intermediate level

Courses
Description	Course	Duration
Understand successful buyer-focused selling behaviors	Seller Behaviors	1.5 hrs
Influence buying decisions	Buyer Behaviors	2.5 hrs
Respond effectively to buyer's needs at all stages of the buying cycle	Buyer-Focused Selling	1.5 hrs
Match the six steps in the selling cycle to the buyer-focused selling model	The Selling Cycle	2.5 hrs
Improve sales results by developing effective telephone communication	Telephone Communication	2 hrs
Improve sales results by developing effective listening and non-verbal communication skills	Communication Skills	2.5 hrs
Develop effective sales proposals	Written Communication	1.5 hrs
Develop organizational activities to assure sales success	Managing a Territory	1.5 hrs
Gather the information you need to qualify suspects as prospects	Gathering Information	2 hrs
Plan a structured approach to sales calls to increase your chances of success	Planning a Sales Call	1.5 hrs
Make the opening statement and select the right strategies to move to the next step	The Sales Call	2 hrs
Use appropriate questioning techniques to improve information gathering	Probing and Questioning	2.5 hrs
Make effective presentations to highlight the benefits of the solution	Presenting Solutions	2 hrs
Recognize the verbal and non-verbal signals that indicate it's time to close the sale	Closing the Sale	1.5 hrs
Encourage customer feedback and adapt your presentation accordingly	Buyer Reactions	1.5 hrs
Recognize the right strategies to bring the sales call to an effective conclusion	Concluding a Call	1.5 hrs

Deployment Options

eLearning System curriculum (Internet)
• 41 hours eLearning
• 16 Courses (30 hours), each including Self Check Assessment
• On-line Resources (11 hours) - Job Aids, Glossary, Exercises, Recommended Reading Lists, Web Links, Archived Virtual Classes
• Personalized eLearning System account
• PreAssessment (PrimePath™)
• Mastery Assessment
• Client Administration functionality
• Search feature
• Access to PrimeLearning-run Discussion Boards, Chats
• On-line Mentoring

Individual courses (Internet)
• Course, including Self Check Assessment
• Course-Based Resources (Job Aids, Glossary, Recommended Reading Lists)

Intranet or CD
• Please contact us at info@primelearning.com

Platforms Supported

All Microsoft Windows operating systems are supported.
All Internet Explorer browsers are supported above version 4.0.
Only version 4.7 of the Netscape browser is supported.
A sound card is required to hear audio.
Adobe Acrobat Reader plugin is required to view some Curriculum Resources.
To participate in the Virtual Classes, or play back the archived classes then the Centra client software is required.
Links to download Adobe Acrobat Reader and Centra client are provided in the eLearning System.

Language Options
American English

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or email: info@primelearning.com