LaTonya Boyce CUR/532 March 2, 2015 Gregory Jackson
PHASE I
Skill Set of Various Members of Group Leadership| Performance Management | Operational Initiatives |Corporate Communication| Change Management | Budgeting | Employee Training and Development | Strategic Planning | Consultative Sales |Project Management | Training Implementation | Recruitment | Audience The training is for Online Education Enrollment Advisors
Meeting type: Continuing Sales Training Attendees: Tier I Enrollment Advisors Facilitator: LaTonya Boyce Time: 1:30 p.m. EST Length of Training: 3/Monthly- 1hr sessions Modality: Synchronous Location: Orlando Bldg. Training Room-3 rd Floor
Focus on andragogy Sales techniques Increase outcomes Analyze Sales Barriers Customer Resistance Sales Process Implementing Technology
How to overcome objections Engaging the Applicant who may be indifferent The Psychology behind purchasing How to properly close a call and gain the commitment and close the sale
PHASE II
To increase outcomes, utilize skills, provide quality customer satisfaction. Utilize andragogy techniques to educate potential students on benefits of attending online courses Provide consultative sales techniques to engage student into recognizing value of obtaining a degree. Identify barriers that may preclude customers from making a commitment to start online courses.
“What is it that you want out of this meeting?” Antonio, V. (2014)
Pre-Assignment: Prepare a draft sales script based on questions students typically ask about the program and response to the questions. Sales Videos Will Be Shown as part of ongoing Training Interactive role play Each team will be formulating sales scripts Post-Assignment: ALL SCRIPTS uploaded to the Moodle platform to receive credit for training. Collaborative learning Video:
2/10/2015 2/11/2015 2/12/ st Day Sales Training 1:30pm-2:30 pm End o f Sales Training Modality: Online and In Person Facilitator LaTonya Boyce Gaining The Commitment Course Materials Training Manual Course Hand Outs Certificate of Completion
Survey Enrollment Advisor via online survey at the completion of each training session Surveymonkey.com Conduct call monitoring to identify any gaps in learning new training objectives after 1 st week Formative Assessment: Evaluate final scripts to implement sales strategies and methods Survey results used for future training and decisions
Antonio, V. (2010). Sales Conversion-Close the Call. Youtube.com