Sales Team Development – Essentials of Professional Selling

Introduction

This programme will provide delegates with a thorough grounding in the skills and techniques required to become a successful and professional sales executive. The employer will benefit from increased profitability, more accurate forecasting, satisfied customers and greater confidence among staff. The integrated approach allows three levels of entry, according to the experience and needs of the individual delegates. This means the training can be applied to teams with individuals at different stages of development.

The learning experience is highly interactive and places strong emphasis on practical outcomes that will have a real impact in the workplace.

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Description

Level 1— Essentials of Professional Selling

A two-day course with a period of 4 weeks field implementation between the two days. The programme provides delegates with the fundamental skills necessary to:

  • Open, lead and control the face to face discussion
  • Establish the customer’s requirements and purchasing criteria
  • Handle all common objections and focus the customer on value, not price
  • Gain commitment to advance the sale at all stages
  • Manage their time and territory to optimum effect
  • Generate new business
  • Use the telephone effectively in order to get the appointment
  • Maintain high standards of performance

Who should attend?

              Newly recruited sales professionals

              Sales executives with up to two years experience but no formal training

              In-house sales executives

              Staff looking to advance their career into a selling role

 

Professional Selling Skills – Level 1

Overall Programme Aim

To provide the participants with a thorough grounding in the selling skills, knowledge, approaches and attitudes they will require in order to sell professionally in a competitive and demanding market place.

Course Duration: Two Days