| course name: | Selling I&P to SMB customers (297507) |
|---|---|
| code: | 00297507 |
| description: | The SMB Printing Sales Training combines a description of HP's Imaging and Printing value proposition and its strategy for the SMB market with a step by step approach to cross- and up-selling. The Training focuses on the small and micro business sector with optional extensions for the mid-market. The training imparts the knowledge and customer understanding necessary to sell more than the initial customer request. This is based on a very strategic approach to cross-selling in conjunction with extensive sales workshops. Furthermore the training develops questions and techniques that will get the participants into an up-sell situation that improves the margin, the customer satisfaction and customer loyalty to new levels. The training will be a mix of presentations, group and individual workshops in order to get a maximum impact your sell-out. |
| prerequisites: | At least 6 months experience in the computer industry |
| target audience: | Sales engineers |
| subjects: | Upon completion of this course, students should be able to: - Understand how HP supports your sales with attractive products, solutions and initiatives for your SMB customers - Use active Cross/Up-Selling - Bring the convincing arguments by discovering customer needs - Optimize your conversation by focusing on benefits |
| length: | 1 day |
| price: | € 475 excluding VAT |
| agenda: | Please contact the training coordinator at |
