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Course Description

During this course, you'll learn about the life cycle of your customer relationships and how it can dictate your success—from the initial sales call stage up to advanced negotiations.  The course is divided into three main topics:

  • Conduct an effective sales call
  • Drive value beyond price
  • Negotiate to maximize value

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

Faculty Author

Adolfo Villagomez, Patrick Schulze, John Callies

Benefits to the Learner

  • Conduct an effective sales call
  • Drive value beyond price 
  • Negotiate to maximize value

Target Audience

  • Frontline sales representatives and managers
  • Organizational leaders interested in an overview of sales team strategies

Applies Towards the Following Certificates

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Samuel Curtis Johnson Graduate School of Management

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