Fundamental Selling Techniques for the New or Prospective Salesperson Seminar # 5510

Start your sales career the right way—with this intensive introduction to selling.

Because sales plays such a dominant role in today’s economy, this growing profession is becoming much more competitive. But many prospective sales professionals don’t have a solid foundation and understanding of the fundamentals of selling. This intensive, highly interactive two-day introduction to the art of selling will equip you with the vital, cutting edge skills you need to achieve your expected sales outcomes and improve your performance.

How You Will Benefit

• Identify the behaviors and skills of a successful sales professional 
• Describe different types of selling models 
• Identify elements of the sales framework 
• Understand prospecting basics and be able to conduct a sales call 
• Use a customer-centered selling approach to provide value 
• Choose a closing technique to earn the business 
• Complete a formula to achieve sales goals 
• Manage the customer relationship on an ongoing basis 
• Develop an action plan to apply your new skills.

What You Will Cover

• Unique aspects of sales functions compared with the rest of an organization 
• Behaviors, characteristics and skills of a successful salesperson 
• Characteristics of different selling models, types and structures 
• Calculating and setting goals based on your sales quota and plan 
• Analyzing the territory and conducting account research 
• Planning your calendar to achieve sales goals and build a sales pipeline 
• Identifying resources and methods of generating leads 
• Strategies to respond to common new business objections 
• The “Earn the Business” process 
• The “Deliver the Business” process 
• The “Manage the Relationship” process 
• Technologies or methods for maintaining customer information 
• Strategies to maintain communication with a customer\

Who Should Attend

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

This Seminar Features Blended Learning

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner—producing a greater return-on-investment for the employer and the seminar participant.

Additional Information

• Extended Seminar Description
• Faculty Info
• Seminar Hours
• Accreditation and Continuing Education Units
• Travel and Accommodations
• Cancellation Policy
• Federal Government Employee Discounts
• On-Site Delivery

Registration Fee

2 days / 1.2 CEUs
Nonmembers $1,895 / AMA Members $1,695 / GSA $1,451

Schedule

We have 31 scheduled sessions located nationwide starting between October 13, 2008 and June 25, 2009.

• Call 1-877-566-9441 for an AMA Training Consultant.
• E-mail customerservice@amanet.org
• Fax AMA Text Registration Form
• Mail AMA Text Registration Form