Sales & Marketing

Training Course: Sales & Sales Management for Professionals


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SM234619

10 - 14 Mar 2025

Amsterdam (Netherlands)

Hotel : Grand Hotel Amrâth Amsterdam

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

10 - 14 Mar 2025

Amsterdam (Netherlands) - Grand Hotel Amrâth Amsterdam

Hotel : Grand Hotel Amrâth Amsterdam

Cost: 5250 € Euro


  About Amsterdam

Amsterdam, capital of the Netherlands, is a popular destination amongst travelers from all around the world. Once just a little fishing village, Amsterdam is now a major international city after having become an important port during the 1600s. Throughout its history, the city has had many famous residents, including artists, philosophers and other historical figures. There is much to discover along Amsterdam's quaint streets and picturesque canals. So much so that a flight to Amsterdam comes with a guarantee of cultural and historical attractions that will provide memories to last a lifetime. Amsterdam is a hotbed of culture for travelers of all ages and tastes.


  Things to do and places to visit in Amsterdam

From the moment passengers step off their flight to Amsterdam, they will find it a friendly city with a lively atmosphere. Its flat geography means that it is perfect for exploring by bicycle. If you're feeling less active, it the city is also well-served by public transport. The so-called Venice of the North has something for every visitor. Culture vultures have museums, galleries and theaters to see, Families can visit the zoo or the Science Center NEMO.

When visiting Amsterdam, be sure to:

  • See the picture-perfect and colorful houses of the Grachtengordel district.
  • See the iconic works of one of Holland's most famous artists at the Van Gogh Museum.
  • Visit the house where Anne Frank and her family hid from the Nazis.
  • Browse through the extensive collection of fantastic art in the Rijksmusem.
  • Wander through the blaze of colors that is the Singel Flower Market.
  • See the city at a leisurely pace on a canal cruise.
  • Marvel at one of the city's many historic churches.
  • Learn about life aboard a ship at the National Maritime Museum.
  • Discover the Begijnhof's well-preserved medieval architecture.
  • See animals of all kinds, as well as the butterfly pavilion and aquarium, at the Artis Zoo.
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