Course description

Based on the consultative sales approach, this course focuses on the self-management, business development and selling techniques that facilitate a successful career in modern professional sales. Lectures, discussions, group learning activities, hand-in assignments and simulated sales presentations provide you with a step-by-step approach to building relationships and servicing customer needs. Topics include:

  • selling as a profession
  • social and ethical issues
  • buyer behaviour
  • preparation for relationship selling
  • the Relationship Selling process
  • time management
  • negotiation skills and other keys to a successful sales career

Learning objectives

  • Understand the role of the modern sales professional.
  • Understand and employ the consultative sales approach.
  • Create and implement strategies for business development.
  • Employ effective time management and self-management techniques.
  • Manage the ethical issues associated with professional selling.
  • Analyze customer needs and behavior and utilize appropriate sales techniques to build relationships and secure business.

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