Software Sales Executive
COURSE CONTENT:
According to Law No. 9394/96, Decree No. 5.154/04 and CEE Deliberation 14/97, non-degree courses are a legal and valid form of education throughout the national territory. This training complies with current legislation.
- Market Positioning
- How organizations buy software;
- Positioning in relation to competitors;
- Risk-based and gain-based approaches;
- Lead Qualification
- Planning the first meeting;
- Buyer profile;
- Qualification objectives;
- Qualifying interview;
- Access to the person in power;
- Evolution plan.
- Solution Preparation
- Solution concept;
- Value Proposition;
- Advantages and benefits;
- Maximizing gains and minimizing risks.
- Ability tests
- Software Demonstrations;
- Visits to clients;
- Testimonials;
- Objections and techniques from buyers
- The main objections;
- Buyer techniques;
- Method for handling objections.
- Preliminary proposal
- Concept of a preliminary proposal;
- Seeking buyer engagement;
- Calibrating the final proposal.
- Executive presentation of the proposal
- Avoiding the submission of a proposal;
- Organizing the executive presentation of the proposal;
- Reaffirming the vision of the solution and its benefits;
- Creating the vision for the transition;
- Anticipating the negotiation.
- Negotiation
