Scientific Sales Selection + Follow up, Örebro

Scientific Sales Selection – Hiring and Recruiting Effective Sales People

Course Overview

  1. Introduction
  • Course Overview
  • Importance of Sales Function
  • Key Definitions
  1. Sales Candidacy: Assessment
  • The Meaning of Selling
  • Three Critical Questions
  • ARE vs. DO
  • Two categories of Psychological Tests
  • Cost – Consequential Testing
  1. Sales Candidacy: Predicting Sales Ability
  • Reliable Predictor of Sales Success
  • Functional Dimensions of the Sales Process
  • Understanding Fear of Self-Promotion
  • Call-Reluctance Model & Definition
  • Understanding Impostors
  • Basic Research on Call Reluctance
  1. Sales Candidacy: Identifying Sales Call Reluctance
  • The Twelve Faces of Sales Call Reluctance
  • Incidence of Call Reluctance
  1. Sales Candidacy: Evaluating Test Results
  • SPQ GOLD – Sales Development Report Review
  • SPQ GOLD – Sales Development Report Sections
  • SPQ GOLD – Summary Report
  • SPQ GOLD – Interpretation Guidelines
  • Additional Resources

 

Scientific Sales Selection – Course Skill Building Exercises

In each of the exercises below, individuals will work in small groups.

Exercise 1 – Interpreting the SPQ GOLD

  • Actual Case Studies
  • Interpreting Test Results; Making Selection Decisions
  • Assessing Background Information

Exercise 2 – Spotting Sales Call Reluctance

  • Actual Case Study
  • Using Skills to Identify Correct Profile
  • Assessing Additional Background Information; Making Selection Decisions

Exercise 3 – Using Multiple Sources of Information

  • Actual Case Study
  • Interpreting Sales Assessment #1
  • Interpreting Sales Assessment #2

Exercise 4 – Picking the Top Sales Prospectors

  • Champion Scholarship Recognition

At the end of the course participants will receive accreditation certificates.

Date

Mar 14 2019 - Mar 15 2019

Time

All of the day
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