Selling Skills Inventory

£15.85

Category: Instruments
Code: 810
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.

Third Edition

Not only does the Selling Skills Inventory measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use.

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 four 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.

Learning Outcomes:

• Identify strengths and weaknesses in face-to-face selling skills
• Understand and utilise a model for collaborative selling
• Change the perception of sales from persuasion or manipulation to partnering with customers

The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process, custom-made product or service solutions are required to meet customer needs, and/or multiple decision makers are involved.

The Selling Skills Inventory consists of:

Participant Guide: 18-item inventory with pressure-sensitive scoring, complete sales model, scoring instructions, and action planning. Order one guide per participant.

Format Instrument
Objective To improve selling skills
Audience Anyone involved in face-to-face sales
Time Required 1-3 hours
Author Kenneth R. Phillips

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