Sales Essentials - Introduction

2 Day Course
Code PPD050

Book Now - 1 Delivery Method Available:

Classroom Virtual Classroom Private Group - Virtual Self-Paced Online


The role of selling has become more important in today's competitive environment.  This two-day course gives the essential skills needed to become a successful salesperson. It is suitable for people new to selling or those in need of a refresher. It is the foundation course that underpins the 'Sales Academy Programme'.


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Positive Attitude (3 topics)

  • This module looks at developing a positive attitude, a pre-requisite for the modern salesperson:
  • looks at the attributes that contribute to a positive attitude
  • allows the sales person to focus on his/her attitude

Product Knowledge (4 topics)

  • Being able to understand the organisation's product and service portfolio is essential so that the sales person can speak with a degree of competence. This module:
  • looks at primary and possible secondary applications
  • links product performance to possible customers needs
  • compares product functionality with the competitors

Sales Call Structure: Pre-call Planning (4 topics)

  • This module looks at the essential part of any call - planning and preparation. It discusses how to:
  • profile the customer organisation and individuals
  • set clear call objectives and outcomes
  • looks at personal preparation

Sales Call Structure: Face to Face (9 topics)

  • This module looks at the main body of the sales call and the use of interpersonal skills:
  • focuses on the importance of rapport building
  • concentrates on questioning techniques to establish needs
  • addresses the importance of active listening
  • looks at how to present product/service benefits
  • covers the aspect of obtaining agreement
  • considers the pros and cons of buying signals
  • deals with objections/reservations
  • covers how to close the sale effectively

Sales Call Structure: Post Call Analysis (4 topics)

  • The sale starts here! This module looks at how to turn the sale into action:
  • how to keep promises and commitments
  • methods for involving the appropriate people
  • personal sales audit - "what did i learn from this call?"



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