Sales & Marketing

Training Course: Sales & Sales Management for Professionals


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SM234619

3 - 7 Mar 2025

London (UK)

Hotel : Landmark Office Space - Oxford Street

Cost : 5250 € Euro

 Introduction

This course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning, and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues, and closing sales.

Course Objectives Sales & Sales Management

  • Identify the right professional selling behaviors and skills needed to maximize sales performance

  • Develop the right personal habits to optimize selling effectiveness

  • Apply the different steps of the sales process and identify the need for each step

  • Analyze and apply  the principles of successful negotiations and handling objections

  • Recognize the basics of customer relationships management and influencing outcomes

Course Outlines of Sales & Sales Management

Day 1: The changing business environment

  • The evolution of personal selling

  • Marketing

  • Consultative

  • Strategic

  • Partnering

  • Social

    • The new sales competencies

    • Behaviors, characteristics, and skills of a successful salesperson

    • Assessing performance according to specific sales indicators

    • The 10 root causes of sales problems

    • Personal selling profile

Day 2: Preparation and self-organization

  • Personal management

  • Self-mastery

  • Personal planning

  • Self-talk

  • Personal image

    • Time management for salespeople

    • Understanding the psychology of selling

    • Developing strategies for sales success

Day 3: The sales process

  • Prospecting and qualifying

  • Pre-approach

  • Approach

  • Presentation and demonstration

  • Overcoming objections

  • Closing

  • Follow up and maintenance

  • Product selling versus service selling

  • A glimpse into different selling models

Day 4: Business negotiations skills

  • Principles of successful negotiations

  • Communication

  • Planning

  • Trading concessions

    • The six elements of successful sales negotiations

    • The power of questioning and probing

    • The BATNA principle

    • Establishing ranges and understanding the limits

Day 5: Managing the customer relationship

  • Basics of building customer relationships

  • 5 rules for successful relationships

  • The essence of attitude in relationship building

  • The art of sales communications

  • Influencing sales outcomes

Sales & Marketing

Training Course: Sales & Sales Management for Professionals


Register Now
Quick Inquiry
Discount Group Download Brochure (36)

SM234619

3 - 7 Mar 2025

London (UK) - Landmark Office Space - Oxford Street

Hotel : Landmark Office Space - Oxford Street

Cost: 5250 € Euro


  About London

The UK capital of London is a city that combines the old and the new. It is as equally famous for the latest fashion and innovation as it is for its impressive heritage. London's attractions range from the Royal Palace to the DIY atmosphere of its markets. It is also a picturesque city of parks and of course, the majestic Thames River. The city extends for miles beyond its ancient core and each neighborhood has its own charming atmosphere for visitors to explore. London also wears its status as a world city proudly and the influence of different cultures is plain to see in the food and fashion of the capital.


  Things to do and places to visit in London

With so many attractions in London, anyone can find something to delight them. Art lovers will enjoy the world-renowned museums and galleries, most of which are free. Sports fans are spoilt for choice by the city's array of football clubs. Theatre and music fans have a vast list of venues to visit, whilst shopaholics have Harrods, Oxford Street, Camden and much more to look forward to after arranging flights to London.

Some unmissable London attractions include:

  • Seeing priceless masterpieces in the Tate Britain or the National Gallery.
  • Watching the changing of the guard at Buckingham Palace.
  • Visiting Trafalgar Square's famous monument.
  • Marveling at the Crown Jewels in the Tower of London.
  • Getting a bird's eye view of the city from the London Eye.
  • Tasting one of Brick Lane's famous curries.
  • Browsing the exclusive shops of Knightsbridge.
  • Visiting a market – Spitalfields for antiques, Camden for clothes or Borough Market for street food.
  • Admiring design from around the world in the Victoria and Albert Museum.
  • Looking for clues at the home of fiction's most famous detective, Sherlock Holmes.
  • Strolling through one of the lovely parks, including Hyde Park, St James' Park or Kew Gardens.
  • Eating Britain's most famous dish, fish and chips.
  • Watching the street performers in Covent Garden.
  • Enjoying the views at a South Bank cafe.
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