Selling Skills Inventory
Third Edition
Teach your salespeople the basics of
smart, collaborative selling with the revised and expanded Selling
Skills Inventory. Not only does this instrument measure aptitude, it
also outlines a collaborative, step-by-step sales model your reps
can put to immediate use.
Learning Outcomes
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Identify selling skills strengths and
weaknesses
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Understand and utilize a model for
collaborative selling
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Learn how to be viewed by customers as
a partner, not a manipulator
Theory
Selling Skills Inventory is based on The Collaborative Selling
Process Model. The steps and skills comprising the Model are all
grounded in behavioral science research and have been found to
distinguish sales reps who are more successful at achieving their
sales objectives from those who are less successful (DeMarco &
Maginn, 1982; Rackham & Morgan, 1977; and Biomedical Business
International).
How It Works
The instrument begins with 18 selling situations — the type your
sales reps are most likely to encounter during a sales call. Each
scenario is followed by 4 alternative courses of action. By choosing
the actions they would most likely take, individuals generate a
profile of how well they use the skills required to sell
successfully. Sub scores measure effectiveness in each of the 6
steps of the Collaborative Selling Process. Participants then learn
about The Collaborative Selling Process Model.
Uses for the Selling Skills Inventory
The Selling Skills Inventory is perfect for selling situations in
which building long-term customer relationships is critical to the
selling process. Appropriate for use with individual sales reps, a
group of sales reps in a regional office, or all the sales reps in
an entire organization. The Inventory can also be used for
individuals who have expressed interest in the area of sales. It may
be used by any internal or external sales training consultant, sales
training manager, or sales manager with sales rep development
responsibilities. Some of the ways in which the Selling Skills
Inventory can be used include:
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As a part of a program to train sales
reps in face-to-face selling skills
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As a development tool used by a sales
manager to coach sales reps in conducting sales calls using a
collaborative sales approach
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As an individual assessment tool to
help a sales rep identify his or her own selling skills strengths
and improvement needs
-
As a tool to help sales reps gain
insight into how to conduct successful, face-to-face sales calls
using a collaborative sales approach
What to Order/Product Contents
Order one Facilitator Guide per facilitator and one Participant
Guide per participant.
Facilitator Guide includes:
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Administrative guidelines
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Theoretical background
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Selling Environment Matrix Model
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The Collaborative Selling Process Model
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Experiential learning/training
methodology
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Selling Situation Scales and Rationales
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Normative data
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Workshop design
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Preparation checklist
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Training design option
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Training outline template
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Optional activities
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Sample copy of Participant Guide
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CD-ROM containing Microsoft®
PowerPoint® presentation and reproducible masters, including a
Certificate of Achievement, Training Evaluation, participant
handouts, and overhead transparency masters
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Convenient binder format
Participant Guide
includes:
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18-item inventory
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Pressure-sensitive response form
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Diagrams for charting scores
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The Collaborative Selling Process Model
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Interpretive information
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Reflection questions/action planning
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Wallet-sized copy of The Collaborative
Selling Process Model
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