DOOR Training curricular
Curriculum
FOUR: Sales and Marketing Curriculum
The DTI Sales and Marketing Curriculum consists of 25 programs that cover development of sales professionals, account executives, and sales managers. Initially, the curriculum is offered in a generic form for use in multiple markets and in open enrollment training seminars. Eventually, the curriculum will be offered in versions tailored to four industry segments – retail, industrial selling, selling to distribution, and business-to-business selling.
Basic Skills and Industry-specialization programs from DOOR Training’s European-derived Sales Curriculum are in use today outside of the U.S. In 1999 and 2000, DOOR Training International brings a North American-flavored sales curriculum to the market, and expands its international sales offerings.
Level 1 - Basic Skills
L101 The Principle Of Selling
L102 Basic Selling Skills
L103 Consultative Selling
Level 2 - Basic Skills – Industry Segmentation
L201 Selling To Distribution
L202 Business To Business Selling
L203 Industrial Selling
L204 Retail Selling
Level 3 - Advanced and Specialty Skills
L301 Presentation WithPunch
L302 Closing The Deal L309 Sales Effectiveness
L303 Communication Skills for Effective
Sales
L304 Sales Results Through Effective Proposals
L305 Selling At Exhibitions & Tradeshows
L306 Negotiation Skills
L307 Sales Prospecting
L308 Telesales &The Basics of Telephone
L309 Sales Effectiveness
L310 Product Presentation
L311 Advanced Selling
L321 Developing & Implementing a Marketing
Plan
L322 Defining The Customer
Level 4 - Sales and Marketing Management
These programs are intended for advanced sales people and they build on the
basic skills achieved in Level 1 programs. Industry segmentation programs provide
a industry-tailored version of the Basic Selling Skills” and Consultative Selling
programs. DOOR intends to offer industry segmentation programs for most of its
Sales and Marketing curriculum.
L401 Sales Management
L402 Relationship Management and Networking
L403 Account Management
L404 Area Management
L405 Shop Management
