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Sales Fundamentals

BONUS! Cyber Phoenix Subscription Included: All Phoenix TS students receive complimentary ninety (90) day access to the Cyber Phoenix learning platform, which hosts hundreds of expert asynchronous training courses in Cybersecurity, IT, Soft Skills, and Management and more!

Course Overview

This one-day instructor-led course is ideal for sales managers and general salespeople who want to enhance their knowledge of various sales concepts. The course will cover the fundamentals of sales management and explore the core relationship between sales management and other functions of management. Throughout the course, students will learn about the importance of sales management and emerging trends in sales within an organization. By the end of the course, students will have a better understanding of sales management and be equipped with the knowledge and tools to improve their sales strategies. Course objectives include:

  • Understanding the basics of sales: Students should learn about the key concepts and terminology of sales, such as prospecting, qualifying leads, and closing deals.
  • Developing effective communication skills: Students should learn how to communicate persuasively, build rapport, and handle objections in a professional manner.
  • Learning how to conduct effective research: Students should learn how to research potential clients, understand their needs and challenges, and identify opportunities for sales.
  • Developing sales strategies: Students should learn how to create and implement effective sales strategies, including identifying target markets, creating value propositions, and differentiating from competitors.
  • Enhancing product knowledge: Students should learn how to effectively communicate the features, benefits, and value of their products or services to potential customers.
  • Learning how to negotiate and close deals: Students should learn how to negotiate effectively, close deals, and handle follow-up and customer service.
  • Building and managing customer relationships: Students should learn how to build and manage long-term customer relationships, including techniques for customer retention and referrals.

Schedule

Currently, there are no public classes scheduled. Please contact a Phoenix TS Training Consultant to discuss hosting a private class at 301-258-8200.

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Course Outline

Module One: Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives

Module Two: Understanding the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms

Module Three: Getting Prepared to Make the Call

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

Module Four: Creative Openings

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

Module Five: Making Your Pitch

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered

Module Six: Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies

Module Seven: Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember

Module Eight: Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch

Module Nine: Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals

Module Ten: Managing Your Data

  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems

Module Eleven: Using a Prospect Board

  • The Layout of a Prospect Board
  • How to Use Your Prospect Board
  • A Day in the Life of Your Board

Module Twelve: Wrapping Up

BONUS! Cyber Phoenix Subscription Included: All Phoenix TS students receive complimentary ninety (90) day access to the Cyber Phoenix learning platform, which hosts hundreds of expert asynchronous training courses in Cybersecurity, IT, Soft Skills, and Management and more!

Phoenix TS is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints re-garding registered sponsors may be submitted to the National Registry of CPE Sponsors through its web site: www.nasbaregistry.org

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