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Everyone sells, and not just at work: at home we convince our family to try a new restaurant, at a car dealership we try to negotiate for a bigger discount. Wherever it’s done, the sale is most effective when you appeal to the person you’re selling to. This course dissects sales as it relates to special events clients. As a catering and event professional, learn best sales practices to develop your personal selling style, to build on your strengths, and to create a referral business that delivers results. Through case studies, interactive exercises, and guest speakers, this course establishes proper sales etiquette, including the dos and don’ts of cold calls and in-person meetings; introduces proven methods of lead generation; defines LinkedIn protocols; demonstrates how to leverage vendor relationships; and reviews the process needed to create and execute a realistic sales action plan. Additional topics include product knowledge, competitive research and analysis, and social media best practices.
http://www.sps.nyu.edu/content/scps...951