Day 1: Consumer Behavior, Opportunity Qualification, and Consultative Selling

Organizational Consumer Behavior and Purchase Decisions

• Review primary purchase motivations
• Arrange buying decision stages
• Apply reference group influence
• Refine influential psychological factors

Integrated Sales Opportunity Qualification

• Examine actual customer need
• Align budget and purchasing ability
• Execute influential decision makers
• Update expected purchase timing

Operational Consultative Selling

• Map need discovery questions
• Design problem impact diagnosis
• Test solution priority alignment
• Enhance professional trust building

Day 2: Sales Objections and Service Recovery

Organizational Sales Solution Presentation

• Assess logical presentation structure
• Build need-linked customer benefits
• Trial proof and success stories
• Improve next step invitation

Operational Customer Objection Handling

• Identify nondefensive listening behaviors
• Set real objection identification
• Use evidence-based response techniques
• Track concern resolution confirmation

Advanced Customer Service Recovery

• Evaluate common service failures
• Set initial response speed
• Employ resolution and compensation authority
• Standardize post-resolution satisfaction follow-up

• Examine professional situations involving Organizational Consumer Behavior and Purchase Decisions
• Collaborative exercises on Operational Consultative Selling and Organizational Sales Solution Presentation
• Simulation exercise testing Operational Customer Objection Handling
• Final task using Organizational Consumer Behavior and Purchase Decisions in workplace practice