Sales Training

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Course Outline

This sales training class teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, and identify and improve substandard performance.

This sales training class continues by teaching how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyze competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients. Students will also close a sale and follow up after the sale.

  1. Sales fundamentals
    1. The sales process
    2. Elements of selling
    3. Understanding sales terms
  2. Your professional self
    1. Developing your character
    2. Managing yourself
  3. Handling clients
    1. Finding your clients
    2. Connecting with your clients
    3. Finding solutions
  4. The sales presentation
    1. Anticipating objections
    2. Creating a sales presentation
    3. Responding to objections
  5. Gaining customer commitment
    1. Building relationships
    2. Demonstrating the need
    3. Satisfying the need
  6. Studying the market
    1. Sales strategies
    2. Analyzing markets and competitors
    3. Researching clients
  7. Developing a winning strategy
    1. Consulting with clients
    2. Developing solutions
  8. Effectively closing a sale
    1. Demonstrating the benefits
    2. Confirming commitment
    3. Closing the sale and following up

InterSource Geneva, a premier Information Technology training firm, offers over 400 different courses on server, database and programming technologies, as well as end-user classes for the most popular office, graphics and design applications. We serve clients in Switzerland (Geneva, Lausanne, Bern, Basel, Zurich) and throughout Europe (France, Germany, Austria, Finland, Sweden, England, Netherlands, Spain, etc.).


InterSource offers custom, private courses at client sites, standard public courses in our Geneva classroom, and online training via live Web conference. Training is offered in English and many other languages (Francais, Deutsch, Espanol, Italiano.)


For an overall view of our offerings, please visit us at www.intersource.ch.