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.​

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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.