The eLearning module of Influencing the Decision℠: ITD is focused on how people make decisions. The emotional or personal decision occurs first, then rationalization of that decision with details and finally implementing the solution resulting from the decision.
The Decision Process
Welcome to “The Decision Process” learning module. This module is the first lesson of a larger “Influencing the Decision” eLearning course.
Over the duration of this lesson we will be exploring several key elements of the natural process humans go through when making decisions. This lesson emphasizes the connection between the human decision making process and your ability to predictively influence another person’s decision.
Upon completion of this module you will be able to outline all phases of the natural decision-making process, including:
- How decisions are initiated
- The pathway and process of a decision
- How decisions are rationalized and implemented
The Influencing Process
Welcome to “The Influencing Process” learning module. This module is part of the larger “Influencing the Decision” course, and will serve as a general overview of the Influencing Process. The remaining modules will provide a more rigorous view of how each step correlates to decision making.
Upon completion of this module you will be able to:
- Compare and relate the influencing process with the decision process
- Describe each of the 10 steps of the influencing process
- And, identify techniques and landmarks for effectively applying each step of the influencing process in a sales context