Fundamentals of Selling Training Course

This course allows the student to better understand the sales cycle, prepare effective sales presentations and knowing how to close the deal. These are all crucial to effective sales.

Course Details

Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Delivery Method

Instructor Led classroom based training. Scheduled classes are normally held in Kyalami, Midrand - near to Sandton in Johannesburg, Gauteng, South Africa. Stationary and textbook included. Refreshments, including 2 tea breaks and a cooked meal for lunch are provided for full time courses. Light finger meals are supplied for part time courses.

Audience

Sales staff, Management.

Pre-Requisites

none

Course Duration

1 Day

Cost from 1st of March 2012

R 1,944.00 excl vat
R 2,216.16 incl vat

Note: information may change without notice.

Course Outline

Lesson 1: Selling Basics
Topic 1A: Identify Buyer Motivations
Topic 1B: Identify Types of Selling
Topic 1C: Select a Sales Approach
Topic 1D: Communicate with Prospective Customers

Lesson 2: Preparing to Sell
Topic 2A: Prepare Yourself to Sell
Topic 2B: Sell Using the Sales Cycle

Lesson 3: Finding and Qualifying Prospects
Topic 3A: Identify Potential Sources for Finding Sales Leads 
Topic 3B: Develop an Ideal Customer Profile
Topic 3C: Qualify Sales Prospects

Lesson 4: Making the Presentation and Closing the Sale
Topic 4A: Get to Know Your Prospect
Topic 4B: Plan Your Presentation
Topic 4C: Give Your Presentation
Topic 4D: Close the Sale

Lesson 5: Following Up After the Sales Call
Topic 5A: Determine the Appropriate Follow-up Method
Topic 5B: Develop a Customer Service Program

Scheduled Dates

Provisional Dates

These dates have not yet been confirmed. If you are interested in attending please enquire below.

From Date	To Date	Duration	Venue
Mon 27 Feb 2012	Mon 27 Feb 2012	1 days	Kyalami

Course Enquiry

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