Lessons

The e-learning supports and extends the content of the book. The lessons consist of different elements.

A typical lesson might consist of:

• articles on particular themes, with links to related subjects
• video clips featuring coaches dealing with a specific theme
• the option to download forms, assignments, etc.
• interactive sequences where you use your mouse to control the screen and complete tasks
• tests

Lessons on The Key to Successful Selling:

1. Personal characteristics Lesson
2. Preparations for the sale Lesson
3. The ABC of the sale - ATTENTION
4. The ABC of the sale - BENEFIT: buying motives
5. The ABC of the sale - BENEFIT - Objections
6. The ABC of the sale - C for CLOSE
7. Written communication
8. Complaints and service
9. Partnership and relationships