Certified Sales Professional

Categories: Marketing and Sales
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About Course

This course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals’ keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales.

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Course Content

The changing business environment

The evolution of personal selling

The 10 root causes of sales problems

Preparation and self-organization

Personal management

Time management for salespeople

Understanding the psychology of selling

The sales process

Product selling versus service selling

Different selling models

Business negotiation skills

Principles of successful negotiation

The six elements of successful negotiation

The BATNA principle

Managing the customer relationship

Basics of building customer relationships

Influencing sales outcomes

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