Hello, I'm Dr. Sheldon Yoshida, and welcome to the premiere episode of Sheldon Yoshida presents Sales with Flags. In the last three weeks, you and the instructors have explored the dynamic world of the models and frameworks to support sales planning, the course three. Hang on doctor. Sorry, don't mind. I'm okay. Hang on Doctor Why. What are the models framework to supporting sales planning? The models and frameworks to support sales planning are a set of knowledge that anybody who wants to work with sales successfully, have to hold. Cool. I think I just learned something. Did you have fun doing it? I would say. Fun and information are two sides of this video podcast. Now, let's start with our first flag. Module one. The first lesson of module one was sales operational variables: sales force, territories, customers, accounts. It too explored how to planning your sales through operational variables. In lesson two of this module one, sales are discussed, the key account management, also known as KAM for short. KAM. Thanks Doctor Why. He provided recommendations on how to structure sales to manage special customers. In lesson three, Cesar went through the role of the leadership in sales. He discussed the attributes of the most effective sales leaders. Also, aspects of how to drive sales operations. In lesson four, we had the outstanding participation of Flavia Morado on sales training. Flavia revealed to Cesar some relevant approaches to make the most from sales training programs. Lesson five, effective sales demand good resource allocation decisions. That's the focus on lesson five of module one. In lesson six, Cesar guided us to the sales performance management. He also discussed the sales metrics because as you know, if you manage something, first you need to measure. Measure. Finally, in the last lesson of module one, lesson seven, we discussed the post sales framework. And this was module one of course three. Nice. Module two. Now, in module two, Cesar discussed the first lesson, the consultative selling model, which aims to explore the subject of adding value through consultative sales people. In lesson two of module two, we briefly reviewed the customer-centric model with Edson Ito. Lesson three was about PSS, Professional Selling Skills. It includes needs identification, presentation, objections handling, and sales closing. In lesson four, Cesar focused on relationships selling model, which addresses how to build rapport with customers. Lesson five subject was spin selling. Cesar explained to us the basics of the model, which leads us to analyze the situation, problem, implication and needs. Lesson six of module two was about the three stage of a sales call. Cesar interviewed Jorge Fragoso, who shared a practical model to apply the sales call instructed stages. Nice Doctor. The last subject of module two was the Miller-Heimann model, in lesson seven. Cesar showed us the major approaches of this module. Module three. In the first lesson of module three, Ito showed us important aspects of communication, verbal and especially non-verbal. He lectured on cognitive bias influence and sales, body language and neuro-linguistic programming. The second lesson focused on physiological and psychological aspects. Psychological aspects. Okay, got it. Ito has shown us how they affect sales and they do influence sales. Customer engagement was the subject of the third lesson. Cesar showed us that engaging the customer will keep them with your company for longer periods. In lesson four, Cesar interviewed Flavia Morado and the topic was negotiation. She provided great insights on what issues should be tackled to plan and prepare for a negotiation. Finally, the fifth and last lesson of module three comprised a complete view on sales closing, the techniques to apply and fine tune how much sales reps should talk and listen. And with this content, we finished course three. Sweet. Why are you waving the white flag? I'm surrendering to fun. Now, today's episode of sales with flags is not fun, but it's important. You get the whole assignment to develop. And this wrap up will help you to recall the main topics of this course. Thanks Doctor Why. I feel so much prepared to develop my assignment. Don't be silly. I still have to present the instructions for you. Sorry Doctor Why. I was just excited to start my project. Good. See you on the next episode of Sales with Flags. Thanks Doctor Why.