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Marketing & Sales Management

Certified Sales Professional


Introduction:

The Sales Professional of today is a business person, a negotiator, a coach, a counselor, a friend, a leader, a Key Account manager, a support resource, and, from time to time, still an enforcer. The role is now multi-faceted, complex, and changing all the while. The Sales Professional of today needs great flexibility and a wide range of cubs in the bag.

Targeted Groups:

Sales and Marketing Staff as well as anyone who needs to sell a commodity or an idea to another person

Course Objectives:

At the end of this course the participants will be able to:

  • Integrate consultative and value-added selling into their professional practices
  • Understand the process and psychology of the sales cycle
  • Synchronize their selling cycle to the buying cycle of the customer
  • Manage the value of their customers
  • Identify the right professional selling behaviors and skills needed to maximize sales performance
  • Develop the right personal habits to optimize selling effectiveness
  • Apply the different steps of the sales process and identify the need for each step
  • Analyze and apply the principles of successful negotiations and handling objections
  • Recognize the basics of customer relationships management and influencing outcomes

Targeted Competencies:

  • Partnering: building relationships, communicating effectively, and setting expectations
  • Insight: evaluating the customer needs, gathering intelligence, and understanding business context
  • Solution: aligning to customer's needs, resolving issues, and managing success
  • Effectiveness: leveraging the sales process, executing plans, and maximizing personal time

Course Content:

Unit 1: The Changing Business Environment:

  • Turbulent Times for Companies
  • Evolution of Personal Selling
  • Are We Selling Something or Helping the Customer Buy?
  • Personal Selling Profile

Unit 2: Preparation and Self Organization:

  • Personal Management
  • Impact of Your Appearance
  • Time management for salespeople
  • Understanding the psychology of selling
  • Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude, and Techniques)

Unit 3: The Sales Meeting:

  • Functions of the Sales Presentation
  • Professional Skills
  • The ASAP Formula (Art, Science, Agility, Performance)
  • The 7-Step Sales Process
  • Overcoming Objections Which Comprise 6 Major Factors:
    • Need
    • Features
    • Company
    • Price
    • Time
    • Competition
  • Closing Techniques

Unit 4: Creating Rapport through Communication:

  • Purpose of Communication
  • Elements of Communication with Others
  • Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)

Unit 5: Managing the Customer Relationship:

  • Service Beliefs and Philosophy
  • Basic Attributes of a Positive Attitude
  • Value of Your Customer and How You Manage It
  • Causes of Customer Attrition
  • How to Respond to Different Buyers and Different Personalities


UAE (Dubai)
26/12/2021 - 30/12/2021
Euro 2500
UAE (Dubai)
26/9/2021 - 30/9/2021
Euro 2500
UAE (Dubai)
21/3/2021 - 25/3/2021
Euro 2500
UAE (Dubai)
18/4/2021 - 22/4/2021
Euro 2500
Egypt (Cairo)
31/10/2021 - 4/11/2021
Euro 2500
Egypt (Cairo)
18/4/2021 - 22/4/2021
Euro 2500
Egypt (Cairo)
13/6/2021 - 17/6/2021
Euro 2500
Morocco (Casablanca)
12/12/2021 - 16/12/2021
Euro 2500
Jordan (Amman)
26/9/2021 - 30/9/2021
Euro 2500
UK (London)
6/12/2021 - 10/12/2021
Euro 4500
UK (London)
8/3/2021 - 12/3/2021
Euro 4500
UK (London)
14/6/2021 - 18/6/2021
Euro 4500
Egypt (Sharm El-Sheikh)
1/8/2021 - 5/8/2021
Euro 2500
Malaysia (Kuala Lumpur)
28/3/2021 - 1/4/2021
Euro 3500
Malaysia (Kuala Lumpur)
27/6/2021 - 1/7/2021
Euro 3500
Malaysia (Kuala Lumpur)
26/9/2021 - 30/9/2021
Euro 3500
Turkey (Istanbul)
10/10/2021 - 14/10/2021
Euro 3000
Turkey (Istanbul)
1/8/2021 - 5/8/2021
Euro 3000
Turkey (Istanbul)
23/5/2021 - 27/5/2021
Euro 3000
France (Paris)
20/12/2021 - 24/12/2021
Euro 4500
France (Paris)
26/4/2021 - 30/4/2021
Euro 4500
Switzerland (Geneva)
9/8/2021 - 13/8/2021
Euro 4500
Spain (Barcelona)
5/7/2021 - 9/7/2021
Euro 4500
Spain (Barcelona)
6/9/2021 - 10/9/2021
Euro 4500
Spain (Barcelona)
25/1/2021 - 29/1/2021
Euro 4500
Italy (Rome)
1/2/2021 - 5/2/2021
Euro 4500
Italy (Rome)
8/11/2021 - 12/11/2021
Euro 4500
Manama (Bahrain)
7/2/2021 - 11/2/2021
Euro 2500
Manama (Bahrain)
26/12/2021 - 30/12/2021
Euro 2500
Oman(Muscat)
13/6/2021 - 17/6/2021
Euro 2500
Kuwait (Kuwait)
21/3/2021 - 25/3/2021
Euro 2500
Spain (madrid)
13/12/2021 - 17/12/2021
Euro 4500
Singapore (Singapore)
8/11/2021 - 12/11/2021
Euro 4500
USA (Boston)
29/11/2021 - 3/12/2021
Euro 5000
Netherlands (Amsterdam)
27/9/2021 - 1/10/2021
Euro 4500
Netherlands (Amsterdam)
29/3/2021 - 2/4/2021
Euro 4500
Canada (Toronto)
25/1/2021 - 29/1/2021
Euro 5000
Germany (Munich)
19/4/2021 - 23/4/2021
Euro 4500
Online
18/4/2021 - 22/4/2021
Euro 1250
Online
26/12/2021 - 30/12/2021
Euro 1250
Online
28/2/2021 - 4/3/2021
Euro 1250
Online
10/10/2021 - 14/10/2021
Euro 1250