Nestlé University Catalogue (January to December 2014) | Page 48

Professional Selling Skills Course Description: Develop valuable sales skills in this enlightening course for all members of the Nestlé Nutrition Medical Sales team. It will help you become a consultative problem-solver in face-to-face sales situations. You’ll get the skills you need to take customers through the steps of the sales cycle and build lasting, mutually beneficial customer relationships. Who is this course for? All employees joining Nestlé Infant Nutrition whose role it is to support the Medical Sales function, e.g., Territory Managers, Regional Managers, Medical Scientific Unit, etc. How long is the course? This is a 3-day course. What should I expect? By the end of the course you will be able to: • Improve your successes in competitive situations through fluent use of strategic application of Need Satisfaction Selling Skills. • Effectively deal with customer indifference and concerns. • Take your business to the next level by building long lasting mutually beneficial customer relationships. Pre-course work Meet with your Line Manager to discuss and agree on learning objectives Identify 2 or 3 of your customers with whom you have , and note sales challenges that currently exist. This same list of customers will be used throughout the workshop. Post-course work Meet with your Line Manager to discuss and review how these skills tie back to your PDG development plans and your PE objectives. Feedback is provided from facilitator on completed practice exercises over an 11-week period. How much does it cost: Cost absorbed by Leader of Medical Sales. For further information or to register for this training, please contact: [email protected] When is this course running? Based on Demand.