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Strategic Decision Making: Complex Decisions |
1.34 |
Complex decisions are influenced by many factors. Such decisions are difficult to make, because you might not know how various options will turn out when implemented. Although many forces have an effect on your decision, only some of them are likely to have a real impact. The secret of success is to isolate the essential variables that affect the outcome of the decision. You can build scenarios to test different sets of assumptions, and determine the assumptions that are controlling factors versus the ones that are nonessential.
Planning a decision scenario improves your options. It helps you test a variety of assumptions to gauge their impact and to determine which one is the best. When planning decision scenarios, you should identify the certainties, uncertainties, and trends that might affect your decision. Use this information to build multiple decision scenarios that can indicate the possible consequences of the decisions you make today.
In this course you will learn to: create scenarios by using the extremes method and the driving forces method, and manage linked decisions and follow the guidelines for making linked decisions. |
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Sexual Harassment Prevention: Understanding Management Issues |
0.25 |
The goal of this course is to assess the need for a sexual harassment policy in an organization and respond appropriately to a sexual harassment accusation. |
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Sexual Harassment Prevention: Understanding Legal Issues |
0.25 |
The learning objective for this course is to describe the law against sexual harassment and understand an organization’s liability if a non-employee harasses an employee. |
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Sexual Harassment Prevention: Recognizing Harassing Behavior |
0.33 |
The goal of this course is to identify behavior that constitutes sexual harassment and understand the impact of sexual harassment in the workplace. |
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Sexual Harassment Prevention: Defining Sexual Harassment |
0.25 |
The learning objectives for this course are to avoid sexually harassing behavior and realize the cost of sexual harassment to an organization and to identify the psychological, health-related, and career-related effects of sexual harassment. |
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Sexual Harassment Prevention for Employees |
1.00 |
This course will provide you with an overview - defining sexual harassment and general harassment, giving examples of prohibited behaviors, explain the responsibilities of you and your organization and teach you about liability. |
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Sales: Using What You've Learned |
0.75 |
In this course, you will work toward improving your sales skills by using the 21-day habit and satori. You will also learn to use resources to continue working on your sales skills. |
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Sales: The Sales Process |
0.50 |
In this course, you will learn about the benefits of a sales process and identify its five phases. You will also learn about the five phases of the buying process. |
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Sales: Servicing |
0.33 |
In this course, you will learn to foster customer loyalty by providing service that exceeds your customers’ expectations. You will also learn how to define customer service as a process with four phases and discuss the Responsive CARE customer service method. |
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Sales: Sales Skills |
1.50 |
In this course, you will learn how to use time management techniques to organize and prioritize your tasks, how to effectively communicate by using verbal and non-verbal language, and how to identify sources of your own personal motivation. |
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Sales: Qualifying |
0.50 |
In this course, you will learn how to improve your listening skills to better understand customers’ needs and decision-making criteria. You will also learn how to use questioning techniques to help customers recognize the benefits of your products and services. |
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Sales: Prospecting |
0.75 |
In this course, you will learn how to define your target market and customers for effective prospecting, how to identify various prospecting methods that can be used to obtain leads and sales, and how to develop a script for phone calls. |
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Sales: Presenting |
1.00 |
In this course, you will learn how to create a selling strategy by defining the players, relationships, and personal stakes; how to identify the five types of buyers; and how to prepare to deliver a presentation by writing an elevator pitch and handling customers’ objections. |
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Sales: Introduction to Selling |
0.50 |
In this course, you will learn to identify the barriers to selling, discuss the history of selling, and identify the different types of selling. You will also learn to describe the sales process. |
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Sales: Completing |
0.75 |
In this course, you will learn how to negotiate with the prospect to reach a sale agreement. You will also learn how to complete a sale by preparing trial closing questions and a final closing question. |
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Sales Skills: Basic: Your Professional Self |
0.75 |
This course will focus on developing positive personal characteristics, establishing credibility, and behaving professionally with clients. |
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Sales Skills: Basic: The Sales Presentation |
1.00 |
This course will focus on identifying any client objections, creating a sales presentation to influence clients’ perceptions, and responding to objections effectively. |
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Sales Skills: Basic: Sales Fundamentals |
0.75 |
This course will focus on describing and implementing the sales process, working with clients to understand their decision-making process, and defining common sales terminology. |
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Sales Skills: Basic: Handling Clients |
1.50 |
This course will focus on finding your clients by prospecting, making sales calls, and networking; connecting with your clients by increasing your visibility, developing business allies, and putting them at ease; and examining the problem-solving process, and finding solutions for clients’ problems. |
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Sales Skills: Advanced: Studying the Market |
0.75 |
This course will focus on using sales strategies, analyzing markets and competitors, and researching clients. |
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Sales Skills: Advanced: Gaining Customer Commitment |
1.00 |
This course will focus on building relationships with clients, identifying the stages of need, helping clients envision their needs, and satisfying needs through negotiation. |
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Sales Skills: Advanced: Effectively Closing a Sale |
0.75 |
This course will focus on demonstrating the benefits of your product or service to others, confirming the client’s commitment by recognizing and responding to signals, and closing the sale and following up with the client. |
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Sales Skills: Advanced: Developing a Winning Strategy |
0.50 |
This course will focus on examining consulting strategies and developing solutions for clients. |
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Sales Management: Motivating Sales Teams |
1.00 |
This course will focus on motivating sales professionals, monitoring and increasing motivation levels, and addressing substandard sales performance. |
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Sales Management: Managing Sales Territories |
0.50 |
This course will focus on identifying the steps for choosing the best territory strategy and identifying the factors to consider when conducting territory reviews. |
