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noc19-mg27 Lecture 08 - Prospecting
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Classroom Contents
Management of Field Sales
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- 1 noc19-mg27-Introduction-Management of Field Sales
- 2 noc19-mg27 Lecture 01 - Introduction to Management of Field Sales
- 3 noc19-mg27 Lecture 02 - Sales Role and Activities
- 4 noc19-mg27 Lecture 03- Value added selling and Non Verbal Messages
- 5 noc19-mg27 Lecture 04 - Communication Styles in Field Sales
- 6 noc19-mg27 Lecture 05 - Managing Product Life cycle
- 7 noc19-mg27 Lecture 06 - From Product To Benefit
- 8 noc19-mg27 Lecture 07 - The Sales Process
- 9 noc19-mg27 Lecture 08 - Prospecting
- 10 noc19-mg27 Lecture 09 - From Prospecting to Preparing the Sales Call
- 11 noc19-mg27 Lecture 10 - The Buying Process
- 12 noc19-mg27 Lecture 11 - Approaching the Customer with Adaptive Selling
- 13 noc19-mg27 Lecture 12 - Interactive Sales Presentation
- 14 noc19-mg27 Lecture 13 - Consultative Questioning Strategy
- 15 noc19-mg27 Lecture 14 - Account Evaluation - Long Term Approach
- 16 noc19-mg27 Lecture 15 - Negotiating Buyer Concerns
- 17 noc19-mg27 Lecture 16 - Sales Force Structure
- 18 noc19-mg27 Lecture 17 - Leading the Sales Force
- 19 noc19-mg27 Lecture 18- Sales Force Motivation
- 20 noc19-mg27 Lecture 19 - Forecasting Sales and Developing Budgets
- 21 noc19-mg27 Lecture 20 - Understanding Sales Analytics
