Effective Selling Skills & Strategies, MBA Master Class

BUCURESTI - 13 ianuarie 2010

Comunicat tip General in Educatie / Cultura

The goal of the MasterClass about 'Effective Selling Skills and Strategies' is to provide the audience with the knowledge and skills about consultative selling, that nearly all business executives need to win customers and grow their business. It is an approximately one and a half to two hours interactive session in which the audience learns about skills and strategies needed to build long-term client relationships. Rather than using the stereotype according to which selling is 'something done by sales type people', the MasterClass will look at it as the art of providing valued solutions to a Client's situation.


'Consultative selling emphasizes customer needs and meeting those needs with solutions combining products and/or services.' (Retrieved from 'http://en.wikipedia.org/wiki/Consultative_selling')

The goal of the MasterClass about 'Effective Selling Skills and Strategies' is to provide the audience with the knowledge and skills about consultative selling, that nearly all business executives need to win customers and grow their business. It is an approximately one and a half to two hours interactive session in which the audience learns about skills and strategies needed to build long-term client relationships. Rather than using the stereotype according to which selling is 'something done by sales type people', the MasterClass will look at it as the art of providing valued solutions to a Client's situation.

Consultative selling is about helping and consulting to identify and solve problems, even if the solution does not include one's own product or service. The MasterClass will help the audience to understand the process of selling (the 'consultative conversation'): discovery of and alignment with customer's needs, presentation of solutions, overcoming objections, and gaining agreement.

A lecture about consultative selling is about people as well, thus the MasterClass will focus on key elements of how to get information, on how to give information, on how to design win-win solutions and finally how to address the Client's objections, i.e., his/her (natural) resistance to making a commitment.

The discussion will also touch on the topic of persuasion. The age of authoritarian management is gone: a successful leader/manager must be able to persuade its employees to follow his/her lead; one needs to win their hearts to be successful. Thus, this MasterClass will also try to help the audience to apply the consultative selling model to general 'persuasion' and 'influence' one will use all his/her life.

The MasterClass is targeted at

Customer-facing professionals who want to develop or extend their selling skills across the broader range of products and solutions.
Any person involved in face-to-face selling: sales professionals and those in a business development role (for example consulting, law, accounting, etc.)
Entrepreneurs who want to optimize their selling techniques.
Anyone moving from a technical role into a selling role.

Location: Marriott Hotel, starting 18.30 PM

FREE admission based on registration at info-ro@ceubusiness.org or gaitans@ceubusiness.org

Despre CEU Business School

CEU Business School is present in Romania since 2006. In March 2009 CEU Busineness School was Ranked no.1 in Romania, after a survey made by Ziarul Financiar & Profesii Supliment
Sandra Gaitan, Program Coordinator
gaitans@ceubusiness.org
mba-ro@ceubusiness.org

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