Course curriculum

  • 1

    Unit 2: Understanding your Customer

    • Welcome to Unit 2

    • Energiser 1: Who are your ideal customers?

    • Energiser 2: Seeing their World through their Eyes

    • Activity 1: Analysing your Customers

    • Energiser 3: Who makes the decision to buy?

    • Activity 2: Profiling your customer's buying centre

    • Talking Heads: The Buyers View of Sales

    • Energiser 4: Buying Behaviour

    • Activity 4: The Changing B2b Buyer

    • Further Resources and Free Sales Tools
  • 2

    Unit 3: Sales Planning

    • Energiser 1: Making your Number

    • Activity 1: Pipeline Planning

    • Energiser 2: Generating Leads

    • Talking Heads: Personal Branding for Sales

    • Further Resources and Free Sales Tools
  • 3

    Unit 6: Negotiation

    • Energiser 1: Introduction to Negotiation

    • Energiser 2: The Negotiation Process

    • Analysis of a Negotiation: Just go with it

    • Activity 1: Opening the Negotiation

    • Energiser 3: Trading and Bargaining

    • Activity 2: Bargaining

    • Energiser 4: The People Element of Negotiation

    • Energiser 5: Summary of Unit 6

    • Further Resources and Free Sales Tools