Sales Communication

(Duration : 7 Days)

» Introduction

Sales is the end result of any business activity only which leads to revenue generation.The best business plans will end up as a failure if selling and negotiating skills are not upto the mark.

» Objectives

This Certification course will provide a basic foundation for the participants who are new to selling and willing to pursue sales as a career with customers.

» Contents

Day 1 - Introduction

  • What is Sales, Selling, Sales Communication?
  • Types of Selling
  • Styles of Sales Communication
  • Sales Techniques
  • Selling Methods
  • Personal Selling
  • Qualities of a Good salesman.

Day 2 - Elements of Personal Selling Process

  • AIDAS MODEL
  • Personal Selling
  • Elements of Personal Selling Process
  • Prospecting & Qualifying Prospect
  • Database
  • Activity for Prospecting

Day 3 - Pre-Approach

  • Introduction & Importance
  • Knowing Customers
  • Preparing Sales Presentation
  • Role Play – Preparing a script for Sales Presentation

Day 4 – Approaching the Customer

  • Importance
  • First Impression
  • Opening the Sale
  • Essentials of Good Approach
  • Methods of Approach
  • Role Play – Approaching the Customer

Day 5 – Making Presentations

  • Questioning / Probing
  • Features / Benefit
  • Problem Selling
  • Using Sales Aids
  • Handling Objections & their types
  • Sales Objections
  • Role Play – Objection Handling

Day 6 - Negotiation & Closing the Sale

  • Negotiation Process
  • Closing Techniques
  • Follow – up
  • Roles of a Sales Person
  • Seven steps of the complete Sales Process
  • Role Play – for Complete Sales Process

Day 7 – Test & Complete Role-Play

  • Negotiation Process
  • Closing Techniques
  • Follow – up
  • Roles of a Sales Person
  • Seven steps of the complete Sales Process
  • Role Play – for Complete Sales Process

» Learning's for the Students

  • To be a Smart Salesman
  • Approach the Right Customers (Targeting)
  • Start with Planning
  • Customer-Centric Approach

» Resource Person

  • Prof. Ajay Gidwani