Course objective

• Provide trainees with the:
• latest scientific methods and basic used in the fields of sales,
• Concept of sales and marketing and their importance..
• Sales process steps and how to identify the needs of customers.
• Concept and personality traits that must be met in a successful sales.
• Provide participants with tools to identify the tasks and functions and the types of sales.
• Ask & different types of questions.
• Meaning of time and importance of time management.
• Meaning of negotiation and recognize the stages of negotiating the sale.
• Objections and understand objections in a professional manner.
• Ethics of the profession of selling and its impact on the success of the selling process.
• Set  standards for measuring quality and recognize the indicators of the quality of service

Course outline

• Introduction to sales management
• The sales cycle and finding new clients
• Purchasing behavior and the psychology of selling.
• Skills to choose between different styles.
• Types of customers and how to deal with them.
• Development of communication skills.
• Planning, qualifying and the discovery process
• The psychological factors of selling
• Advanced sales skills       
• The sales function and multi-sales channels
• Ethics in sales management
• Personal selling integrated 
• Action steps the sale.
• Information and equipment sales man.
• The types of techniques and methods of sale.
• sales and customer relationship management
• Designing and organizing the sales force
• Recruiting and selecting the right salespeople
• Training and developing the sales force
• Leading salespeople individually and in teams
• Setting goals and managing the sales force's performance
• Sales forecasting
• Innovative thinking.

Who Can Benefit?

• Sales & sales support personnel