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• 1

  10 January - 16 January

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  • Sales Behaviour and Sales Success
  • • This Week's Study Material

    1. Please study Chapter1 - Course Book - B2B Face to Face Selling. You may also print the pages from the digital book once your account has been activated.  

    This book pops-up in a smaller window. To view the book full-screen, select the expand arrow  It's to the left of the envelope icon  on the top navbar of the book.

  • Chapter1 - Course Book - B2B Face to Face Selling – Click & Popup Fullscreen URL
  • 2. The videos  below are essential viewing for this week. The system tracking will record the activity as complete once you have viewed it.

  • Video - Selling, the Myth of Closing Page
  • Video - Closing the Sale Page
  • Video - Closing the Sale. The New Way Page
  • Video - Why Won't the Customer Call me Back? Page
  • • This Week's Formative Assessments

    Please complete all the assessments and assignments for this week. These formative assessments are for learning, designed to teach you not to test you. 

  • Formative Assessment 1 - Sales Behaviour, Sales Success Quiz
  • Interactive Video Quiz – Selling the OLD way or the NEW way Interactive Content
  • Assignment 1 Formative Assessment-Sales Behaviour Sales Success
  • • Ad hoc Communication

    Messages to and from your teacher or other learners on your course. Some sections of the course may have scheduled Skype or Live Chat Sessions
  • Live Chat
  • Forum - B2B Face to Face Sales URL
  • Individual and Group Skype
  • gitomer notes File
  Week
  1
• 2

  17 January - 23 January

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  • Closing The Sale
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  • Peer Review Assignment 1 Formative Assessment-Sales Behaviour Sales Success Workshop
  Week
  2
• 3

  24 January - 30 January

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  • Customer Needs and SPIN Strategy

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  • This lesson is currently hidden

  • These videos  are essential viewing for this week. This system tracking will record the activity as complete once you have viewed it.
  Week
  3
• 4

  31 January - 6 February

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  • Giving Benefits in Major Sales
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  Week
  4
• 5

  7 February - 13 February

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  • Preventing Objections
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  Week
  5
• 6

  14 February - 20 February

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  • Preliminaries: Opening the Call
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  Week
  6
• 7

  21 February - 27 February

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  • Turning Theory into Practice
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  Week
  7
• 8

  28 February - 6 March

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  • Evaluating the SPIN Model
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  Week
  8
• 9

  7 March - 13 March

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  • Final Test and Assignment
  • This lesson is currently hidden

  Week
  9
• 10

  14 March - 20 March

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  Week
  10
• 11

  Not available

  Week
  11