Sales Introduction

Objectives (at the end of the course participants will be able to understand):

• What is the target market for the products in the portfolio
• What needs can be covered
• How to formulate offers in terms of benefits for the customer
• What are the customer objections and how to resolve them
• ​​How to complete the sale
• After-sales services

Target audience: this course is aimed at all people involved in a sales process, products or services.

Duration: 2 days

Course content:

• Introduction
• Prospecting and prospecting sources
• Preparing for a negotiation
• Approaching the client
• Customer offering - CAB and SPIN sales techniques
• Resolving objections
• Closing the sale
• Speeches. Examination. Course closure

Tools presented:

• Group exercises/breakout rooms for each topic presented
• Plenary debates after each exercise
• Theory presentation for each topic presented
• Case studies

Lecturer:

Over 15 years of experience in industry and consulting with expertise in the use of course tools and training.

For more information, please contact us.