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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.

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.


$229.90 If you are currently resident in South Africa you will need to pay VAT at 15%.


1 Day


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Prices have changed from 1 March 2018. Information may change without notice.

Delivery Method

Instructor Led classroom based training. Scheduled classes are normally held in Woodmead - 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. Contact hours are between 9am to 4pm.


Sales staff, Management.



Course Outline / Curriculum

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

Schedule Dates and Booking

There are currently no scheduled dates.

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