Today in highly competitive market place, sales people need to not only have knowledge of their own products & services, but require an understanding of their clients business & how they can contribute positively to their success, sales people have to act as advisers, problem solvers & consultants & be able to demonstrate how they can promote growth, profit & enhanced customer satisfaction for their clients’

Course outlines:

Pre- call planning

  • How to develop the skills of managing a sales territory
  • How to exploit new areas for business through effective
  • prospecting & business  development
  • How to clarify the necessary of having clearly defined call objectives
  • Prospecting & business development
  • A review of appropriate plans & systems
  • An outline of a definite procedure  for developing new
  • business using the telephone to make appointments

Sales presentation skills:

Emphasizing the necessity for using a planned approach

when in a face- to – face selling situation

Establishing customer needs:

  • How to ask the right questions & not talk too much
  • How to use probing questions & listen
  • How to plan questions

Presenting the sales case:

  • How to put the story across in customer language
  • How to use supporting sales aids & demonstrations
  • Answering customer objections:
  • Identifying the most common objections, including ‘‘price’’, ” I’ll think about this ” etc & preparing answers

Closing the sale:

  • Analysis of why some salespeople are slow to close
  • Outline & examples of specific techniques for closing including , The alternative close. The assumptive close, minor point close
  • After the sale:
  • The importance of delivering what you promised
  • Building customer relations to ensure repeat business
  • The selling game:
  • This session gives participants an opportunity to practice the skills acquired on the course & involves a specially designed case study which allows them to apply their skills in a ” live ” selling situation

Learning objectives:

After completion of this course , Participants will be able to:

  • How to plan for the sales call
  • Study your prospect before the call
  • Prepare the proposal well
  • List of questions that should be addressed
  • Know your maximum , optimum & minimum prices that you can accept

Course Features

  • Use audiovisual examples, practical exercises
  • Case studies for more demonstration
  • Role plays & teams games

Who should attend?

Junior sales specialists, or are contemplating a career in sales, Those who already occupy a sales position but lack formal training. Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background

We_They Academy | Authorized Training Center: We_They Academy is an Egyptian company established in 1999 in Cairo-Egypt.

We_They Academy Training centers are private independent training centers.

Our office is located in Cairo. We_They Academy Training centers programs are offered by highly professional training methods. We_They Academy is one of the leading private educational centers which offers International Universities and Training Colleges programs.

Employers in the international employment market are confident that holders of our certificates and diplomas have been well trained and have acquired good skills and knowledge. Certificates and diplomas awarded by We_They Academy Training Centers are stamped by highly professional international training colleges and universities. The demand on We_They Academy Training Centers courses, programs, certificates and diplomas are on the increase nationally in the Arab Republic of Egypt.

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