Sales Training Programme

Duration: 5 + Days

Course Objective:

This course is the equivalent of the ISMM QCF Level 3 Diploma in Sales and Marketing. A 5 day programme on a timescale to suit each organisation. It is for individuals/teams who want to improve their knowledge and skills in selling and marketing, or have responsibility for sales accounts/areas, or need to develop their ability to use relevant understanding, methods and skills to initiate and complete tasks and address well defined problems which have some complexity.

Course Contents:

Day 1

Introduction to the Sales Training Programme

Understanding Laws and Ethics of Selling

  • Understanding laws affecting selling
  • Understanding the ethics of selling

Time and Territory Management

  • Be able to manage own use of time
  • Be able to develop a sales call plan
  • Be able to develop a plan to manage sales within a territory

Day 2

Using Market Information for Sale

  • Understand the importance of obtaining and storing sales-related information
  • Be able to obtain sales-related information about customers, markets and competitors
  • Be able to use analytical tools and methods to provide sales-related information

Prospecting for New Business

  • Plan to prospect for new business
  • Analyse information to create a list of prospects and suspects
  • Making appointments with prospects

Day 3

Preparing and Delivering a Sales Presentation

  • Be able to prepare a Sales Presentation
  • Be able to deliver a Sales Presentation
  • Be able to evaluate a Sales Presentation

Day 4

Sales Pipeline Management

  • Understand the importance of pipeline management
  • Be able to analyse conversion ratios to prioritise time spent on prospects
  • Be able to use sales tools to move prospects through the sales pipeline

Understanding Influence on Buyer Behaviour

  • Understand buyer decision making processes and their impact on the sales cycle
  • Understand how to respond to the buyer at each stage of the decision making process

Day 5

Handling Objections, Negotiating and Closing Sales

  • Be able to prepare to handle objections, negotiate and close sales
  • Be able to handle objections
  • Be able to negotiate with the customer
  • Be able to close the sale

Enquire About Sales Training Programme Course

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