Communication de conférence


Tell stories that make sense : An example of training business logic in selling


in NCSM 2021, National Conference on Sales Management "Sales: The Next Generation. Pivoting to an Era of Digital Engagement", St. Louis, USA, April 7-9, 2021

par Lai-Bennejean, Christine ; Poil Burtin, Maud ; NCSM, National Conference in Sales Management ("Sales: The Next Generation. Pivoting to an Era of Digital Engagement"). St. Louis, USA, April 7-9, 2021

Édité par NCSM 2021 - 5 p. - En anglais

Résumé

Teaching sales skillsstep by step throughout the sales processis a common pedagogical method. Integrated with sales technologies, more and more sales courses are designed to teach studentshow to use digital tools to plan their visits, manage their time and tell compelling stories to prospects or customers. However, the presence of sales technologies has increasedtheirdependence on these digital tools. The over-reliance on sales analytics tools in the sales process may erase the underlying rationale of the sales actions. The logical reasoning in selling is mandatory to enable salespeople to nurturethe prospects and engage the customers. The goal of the current project is to alert the needs of training business logic in selling and provide an example as an entry of such trainingin sales coursesfor more discussions. We also consider the characteristics of thez-generation and adopt the digital toolsto enrich students’ distance learning experience.



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