Sponsoring Organization: Contractor Support System

Date: Nov. 12-14

Location: New Orleans

Course Description: The course encompasses a variety of subjects that salespeople should understand for selling commercial service agreements. Role playing is used in the class. Topics covered include: introduction to conceptual selling, service agreement marketing approach, service agreement sales process overview, planning and prospecting strategies, setting appointments and first structured meetings, qualifying, surveying, estimating and operating cost analysis, confirming information and financials, proposal generating and presenting, closing, gaining agreement, delivery, and activity management and performance review (implementation).