The Apprentice: Case studies on sales and negotiation

The aim
To illustrate the key principles of selling using real-life examples.


About the programme
The Apprentice: the training seriesis a three-part series of programmes based on BBC'sThe Apprentice, which offers an entertaining way to develop skills in sales, negotiation, teamwork, team leadership and project management that individuals remember forever. Each programme focuses on the decisions the apprentices made and the consequences of their actions. The examples of their different approaches to problems clearly show how things should - and shouldn't - be done.
Case studies on sales and negotiationlooks at three of the tasks the teams were set to test their selling skills: property letting, car selling, and B2B sales. These diverse, real-life business situations illustrate the key principles of selling, from preparation and planning, through to working with your customers to finally close the sale successfully.
The programmes can be used to support your formal training programmes, and can easily be edited and amended to give you complete flexibility over the content.


The key outcomes
- Improve and perfect the skills needed for all aspects of a successful sale in any line of business
-Enjoy improved productivity


Programme include:
DVD (110 mins)
Course leader's guide
Delegate worksheets
Customisable presentation slides


Information:
THE APPRENTICE is a trademark of JMBP, Inc. Based on the television programme THE APPRENTICE produced by Talkback (UK) Productions Limited (part of the FremantleMedia Group). Licensed by FremantleMedia Licensing Worldwide.
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Learning-chapters
Case study on property letting

• Introduction
• The task
• Misleading promises
• Poor planning and preparation
• Didn't establish needs and wants
• Prepare and plan
• Work with customers
• Close the sale
• Get your attitude right
• Boardroom result

Case study on car sales

• Introduction
• The task
• Poor product knowledge
• Didn't qualify lead
• Misleading promises
• Poor negotiating skills
• Didn't ask for the order
• Prepare and plan
• Work with customers
• Close the sale
• Get your attitude right
• Boardroom result

Case study on selling to trade

• Introduction
• The task
• Poor preparation and planning
• Didn't know product
• Didn't qualify the lead
• Didn't negotiate high
• Failed to establish needs and wants
• Prepare and plan
• Work with customers
• Close the sale
• Get your attitude right
• Boardroom result