NSU Hosts Sales Week – ends Oct. 7

The H. Wayne Huizenga School of Business and Entrepreneurship will host its inaugural “Sales Week,” October 3 – 7 in celebration of the fast-approaching first anniversary of the Huizenga Sales Institute’s grand opening. All of the sales programs offered throughout the week are open-enrollment and require no advanced degree requirements.

Tuition discounts are available to:

• Huizenga Business School corporate partners,
• companies who send three (3) or more individuals to the same class,
• individuals who register for more than two classes,
• NSU alumni and current students, and
• all NSU employees.

To register online go to: http://www.huizenga.nova.edu/ExecEd/forms/RegistrationForm_Sales-Week.cfm

For more information on the programs, contact the Hudson Center for Executive Education at 954-262-5137 or execed@nova.edu.

PROGRAM INFORMATION

Consultative Sales: A Strategic Sales System

Two (2) full days – October 3 and October 4, 2011 from 9:00 a.m. to 4:00 p.m.

This program will develop the sales professional’s techniques and skills by examining their comfort zones and breaking through them, developing communications skills to make the buyer feel comfortable, learn how not to sell on price, and  develop active listening skills. The fee of $1,295 includes tuition and instructional materials and lunch both days.

Sales Coaching and One-on-One Critique (Prerequisite: Consultative Sales course required)

One (1) full day – October 5 from 9:00 a.m. to 4:00 p.m.

In this one-day program, participants practice what they learned in their two-day sales training through the use of role playing, simulations and test studies.  Practices are recorded and immediately critiqued by the sales instructor.  Various sales scenarios are practiced in this program, including: team sales calls, one-on-one calls, selling to a group and various other scenarios.  Sales skills are honed and refined to have an immediate impact to the account executive’s sales revenue. Because of the nature of the interaction and role play, this course is limited to 12 participants. The fee of $695 includes tuition, instructional materials and program lunch.

Cold Call Strategies and Techniques

One (1) full day – October 6 from 9 a.m. to 4 p.m.

This one-day program is designed to help sales professionals hone their skills and techniques to get past gate keepers, reach key decision makers, overcome objections and develop a concrete prospecting system that gets results. The fee of $395 includes tuition and instructional materials.

Win-Win Negotiating

One (1) full day – October 7 from 9 a.m. to 4 p.m.

Negotiating successfully is an art and a science. We are all involved in negotiations on a regular basis, whether something as simple as trying to get a better price to something much more complex such as negotiating a major contract. Although there may be a great difference in scale of the negotiation, the same principles of negotiation always apply. This one-day program will take you through the twelve principles of successful negotiations as well as detailing tactics used in the negotiations process. Utilizing the principles, you will develop a negotiating strategy which you can apply to future negotiations.

Tactics are an important part of the negotiations strategy. You will learn twenty negotiation tactics that you can employ. You will also learn how to identify and defend against these tactics when they are used by the other party. The fee of $395 includes tuition and instructional materials.