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The SPQ4 blended learning program
combines two kinds of development:
- Q4 Selling: Presents a foundation of proven sales skills delivered online.
- Application Workshops: Prepare salespeople to sell a targeted, real-life
customer and enhance the abilities of sales managers to support the efforts of their
salespeople.
Real-Life Case
To ensure real-world relevance to all the concepts and skills they will encounter,
your salespeople will work with their sales managers to select a real-life customer
who fits criteria that are defined by your sales strategy. This allows them to
apply the skills and tools learned in Q4 Selling immediately in the field.
Salespeople will work with their real-life case to:
- Set individual sales goals
- Plan an effective sales call — Practice their sales techniques
- Track their results.
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Q4 Selling - Online Learning
Both salespeople and their managers go online to learn time-tested, core selling
skills. Case studies, scenarios, quizzes, and other interactive elements keep the
learning interesting and engaging throughout these "on-demand" training
sessions.
Sales Manager Application Workshop
To facilitate the development of their salespeople and monitor individual progress,
sales managers attend a one-day workshop to learn coaching techniques, collaborative
goal-setting with their salespeople, and to use the online SPQ4 Tracking System
for convenient monitoring of individual development and sales progress.
Salesperson Application Workshop
In this hands-on workshop, salespeople use their real-life customers as a basis
for planning a sales call and practicing the skills they have learned in Q4 Selling.
They also learn to set SMART goals and become familiar with the online SPQ4 Tracking
System for entering goals and action plans. |
