Professional Sales Techniques

Exploring various sales techniques; duties, responsibilities, and qualifications of the salesperson; buyer behavior and the buying process; prospecting and qualifying potential customers; planning and making the sales call; delivering and dramatizing the sales presentation; communication skills and techniques in overcoming objections and closing the sales; promoting future sales through effective customer relationship.​

Learning Outcomes

Upon successful completion of this course, the participant will be able to:

  • Describe the nature and role of personal selling;

  • Analyze the responsibilities of the salesperson;

  • Identify the buying motives of different types of buyers;

  • Explain how to prospect and analyze potential customers;

  • Describe how to plan and set call objective;

  • Describe how to make an appointment for the sales call;

  • Identify the prospect’s needs; relate features to benefits;

  • Describe the different presentation methods;

  • Use different methods for responding to objections;

  • Use effective methods and techniques for obtaining commitments;

  • Describe how to build partnerships and goodwill.