Home / eBooks
Consultative Sales
Consultative Sales is building long-term business relationships
by staying proactive and being solutions-oriented. The process
must benefit both parties, buyer and the seller. It focuses
on "we" (buyer and seller), not just "me" (seller).
COPE is proud to offer "Consultative
Selling: A Model for Sales Success." This resource contains
91-pages of "leading edge" information, which is highly interactive
and directly applicable to your role as a Sales Consultant
or Account Manager.
Resource Guide Modules/Chapters Module
#1: Consultative Selling: A Model for Sales Success
Module #2: Call Preparation (Self Preparation
and Call Preparation)
Module #3: Opening the Call/Making the
Connection
Module #4: Probing and Uncovering Customer
Needs
Module #5: Tailoring a Response/Presentation
Module #6: Handling Customer Questions/Objections
Module #7: The A, B, C's of Closing
the Sale (or Addressing the Issue)
Module #8: Follow-Through (Internal
and External)
Consultative Selling: A Model
for Sales Success |
Preview
Business Process
Improvement
Business Process Improvement (BPI) focuses on developing Associate
awareness about the importance of interdependent work process
relationships. The Business Process Improvement resource guide
identifies a practical, easy to understand and apply ten-step
Team Based Problem Identification and Problem Solving process
called I.D.E.A.S. COPE is proud
to offer " A Resource Guide for Business Process Improvement."
This resource contains 94-pages of "leading edge" information,
which is highly interactive and directly applicable to an
individual's and team's role within the organization.
Resource Guide Ten Steps
Step #1: Identify the Output of the
Work Improvement Process
Step #2: Identify Customers and Their
Requirements
Step #3: Solicit Feedback from Customer
Step #4: Use I.D.E.A.S. Process for
Problem Identification and Problem Solving
Step #5: I.D.E.A.S.: Phase I: Identify
Opportunity
Step #6: I.D.E.A.S.: Phase II: Determine
Influential Factors
Step #7: I.D.E.A.S.: Phase III: Evaluate
Alternatives
Step #8: I.D.E.A.S.: Phase IV: Apply
and Measure
Step #9: I.D.E.A.S.: Phase V: Success
and Beyond
Step #10: Repeat Process for Next Output,
Customer or Problem
Resource Guide for Business Process Improvement |
Preview
Purchase the BPI Resource Guide, and
we will send you the IDEAS Template and TEAM Template for
FREE.
  Testimonials
LeaderSELF: A Model for Life Success is an 117-page introductory
Leadership Development guide for Student Leaders, containing
five chapters of leadership principles for success:
Chapter 1. LeaderSELF: A Model for
Life Success
Chapter 2. Principle #1: Self-Awareness
Chapter 3. Principle #2: Self-Management
Chapter 4. Principle #3: Interacting
with Others
Chapter 5. Principle #4: Influencing
Others
LeaderSELF: A Model for Life
Success | Preview
Purchase the LeaderSELF eBook, and we
will send you a FREE Student Leadership Scenario, which is
a 31-page interactive leadership team applications exercise.
-
Leadership Briefings
The following briefings are free leadership
tools! Go to the Order
Now page to place your order for either electronic published
modules or originals and/or site licensing of the modules.
Vision and Meaning: A
Foundation for Excellence
Performance Management
Seven Strategic Factors
for Success
Corporate Entrepreneurship
Emotional Intelligence
P.R.I.D.E.
See the Student
Leadership page on our site for more information about
our Leadership Development program offerings.
- Contact Information
| Top of Page
Dr. Daniel Duffy, Executive Director,
Center for Organizational and Personal Excellence
732-773-0429
Email: daniel_duffy@comcast.net
Website: http://www.centerforexcellence.net
|
