Ch 4: Influence in Sales

About This Chapter

Help your managers study the impact of influence in sales with this convenient online chapter. The chapter can be assigned to managers individually, or you can use the lessons during managerial training sessions.

Influence in Sales - Chapter Summary

In this chapter, your company's front-line managers will learn about the importance of influence in sales. As they work through these simple and engaging lessons, they'll review the sales process, as well as the impact of influence in sales and negotiation. They can also expect to explore related concepts, such as inoculation theory and employee buy-in.

The chapter is available to study at any time, and your managers can submit questions to our instructors if they need any extra help with the material. We've also included short quizzes throughout the chapter to help mangers retain the information.

How It Helps

  • Builds awareness: Lessons help front-line managers improve their understanding of the entire sales process.
  • Explains the importance of sales: The chapter examines the business impact of influence in sales and negotiation.
  • Improves sales skills: Managers who complete the chapter can strengthen their sales presentation abilities and closing skills.

Skills Covered

By the end of the chapter, your company's front-line managers should be able to:

  • Recognize the steps of the sales process
  • Explain why influence is important in sales and negotiation
  • Create and deliver sales presentations
  • Define the concept of employee buy-in
  • Discuss sales application and inoculation theory
  • Close sales and provide ongoing services

7 Lessons in Chapter 4: Influence in Sales
Test your knowledge with a 30-question chapter practice test
What Is the Sales Process? - Steps & Example

1. What Is the Sales Process? - Steps & Example

Almost everyone has been subjected to the sales process. In this lesson, you'll learn about the steps in the sales process and be provided an example. A short quiz follows the lesson.

The Importance of Influence in Sales & Negotiations

2. The Importance of Influence in Sales & Negotiations

This lesson goes over the importance of influence in sales. You'll learn how the sales context changes the way you influence, as well as get some pointers on how to influence sales.

How to Create & Deliver a Sales Presentation

3. How to Create & Deliver a Sales Presentation

Congratulations - you've gotten a potential client to agree to a meeting. Now what? In this lesson, we'll examine the basics of building a winning sales presentation, what to do after the meeting and things you should never do.

Employee Buy-In: Definition & Explanation

4. Employee Buy-In: Definition & Explanation

Employee buy-in is when employees are committed to the mission and/or goals of the company, and/or also find the day-to-day work personally resonant. Buy-in promotes engagement and a willingness to go the extra mile on the job.

Inoculation Theory & Sales Application

5. Inoculation Theory & Sales Application

This lesson discusses the fundamental concepts of inoculation theory. In addition to what this is, we'll go over an example of it in the world of sales.

How to Close a Sale & Provide Ongoing Service

6. How to Close a Sale & Provide Ongoing Service

What's the most reliable way to close a sale with minimum drama? Work the sales process properly throughout the deal. In this lesson, we'll examine what steps you should be taking to make a sale and what to do afterwards.

Practical Application: Steps in the Sales Process Infographic

7. Practical Application: Steps in the Sales Process Infographic

The sales process has many steps, from securing an audience with a qualified prospect to closing a sale effectively. This lesson features an infographic that provides a quick overview of the sales process.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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