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Sales

Sales Training

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It is time to take a different approach to sales. Our one-day training programs develop skilled, polished, and qualified sales professionals to increase the prestige and credibility of the profession.

Whether you are just starting out in sales or looking to advance in your existing position, you will develop a strong set of core competencies to help you achieve your sales goals. 

Explore our current course offerings

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Questions? Contact us at 616-233-2589 or ipex@davenport.edu for more information.

At your organization: IPEx professional development programs can be customized and delivered at your workplace, or a location of your choice. To learn more about these programs or to inquire about pricing, please contact ipex@davenport.edu.


Strategic Account Management

COST: $495

LENGTH: 1 day, 9 a.m – 5 p.m.

GRAND RAPIDS - DOWNTOWN
March 9, 2018Register

Today, sales professionals need to be strategic and tactical at the same time when managing accounts and client relationships. This workshop will equip you with proven tools and strategies to grow existing business. 

After completing this course, you will be able to:

  • Identify changes in the world of sales and how sales professionals need to respond
  • Segment existing accounts based on current performance and future potential
  • Develop your sweet spot customer criteria based on offerings, value, and what is good business
  • Develop a strategic account plan aimed at securing and growing client relationships

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Winning Complex Sales

COST: $495

LENGTH: 1 day, 9 a.m – 5 p.m.

GRAND RAPIDS - DOWNTOWN
March 23, 2018Register

Winning large, complex sales for the business-to-business sales professional has become increasingly challenging. Learn what top sales professionals do differently to navigate complex deals.

This training includes hands-on strategies and tools that will help you win more and close larger deals.

After completing this course, you will be able to:

  • Recognize why B2B complex deals are tougher than ever and how to overcome obstacles
  • Apply best practices in deal strategy to win new business
  • Use a proven methodology that can be applied to any complex B2B deal to win more business

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Customer-Centric Selling

COST: $495

LENGTH: 1 day, 9 a.m – 5 p.m.

GRAND RAPIDS - DOWNTOWN
February 16, 2018Register

Learn to develop, build and maintain strong relationships with your customers to keep them from going to the competition. Learn specific selling strategies to move you from a product-centric to a customer-centric selling approach.

By building and maintaining customer relationships, you will enjoy high customer retention, more profitable relationships, and increased customer loyalty.

After completing this course, you will be able to:

  • Align your solutions with your customer’s needs (and their definition of value)
  • Implement strategies to better understand the buyer-seller relationship
  • Build rapport and better connect with your customer
  • Actively listen and maximize the effectiveness of every sales call

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