Fundamental Selling Techniques for the New or Prospective Salesperson

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

Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

Seminar Number: 05510

In a Classroom
Online
Your Company Location

Course Scheduling & Pricing

Who Should Attend

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

Classroom2 Day(s)
1.2 CEU, 12 SMPS
Online4 Lesson(s)
1.2 CEU, 12 SMPS

Overview
How You Will Benefit
What You Will Cover
Outline - Classroom
Outline - Live Online
Credits

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

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

Special Feature

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.

Learning Objectives

Understand How Sales Creates Revenue That Contributes to the Industry and Your Organization
Use a Customer-Centered Sales Approach to Provide Value to Customers
Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
Expand Your Communication Skills and Apply Sales Tips, Tools, and Techniques to Enhance Sales Performance
Develop an Action Plan to Apply Learned Skills

The Importance of Sales

Understand How Sales Creates Revenue That Contributes to Your Industry and Your Organization
Define Sales from a Customer-Centered Perspective
Describe a Customer’s Buying Cycle

Selling Models

Describe Characteristics of Different Selling Models
Appreciate the Impact of Electronic Selling Models
Understand the Various Customer Buying Channels

Successful Salespeople and Relationship Building

Identify Characteristics of a Successful Salesperson
Recognize Sales Model Characteristics
Expand Your Communication Skills for Targeted Results By Understanding Personality Styles

Plan for the Business

Understand How to Analyze Your Industry and Territory
Identify Information That Should Be Included in a Customer Profile
Apply Segmentation Codes to Differentiate Customers
Describe How to Prepare Competitive Advantage Statements

Find and Qualify the Business

Describe the “Find and Qualify the Business” Process Steps
Identify Resources and Methods for Generating Leads
Understand Ways to Contact Existing Customers for New Sales Opportunities
Strategize Ways to Respond to Common Objections
Manage Your Time By Benchmarking Activities

Earn the Business

Describe the “Earn the Business” Process Steps
Identify Ways of Opening a Sales Call
Apply Proactive Listening Skills to Discover, Clarify and Confirm Needs
Understand Strategies to Present Options and Resolve Objections
Use Closing Techniques to Gain a Commitment

Deliver the Business

Describe the “Deliver the Business” Process Steps
Understand That Delivering the Business Is Directly Connected to Earning the Business

Manage the Relationship

Describe the “Manage the Relationship” Process Steps
Understand Strategies for Maintaining Relationships with Your Customers
Identify Technologies and Methods for Maintaining Customer Information

Putting It All Together: Strategies for Success

Apply the Skills, Tools, and Techniques Learned Throughout the Program

Download Extended Seminar Outline PDF

LEARNING OBJECTIVES

Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
Explain the Importance of Sales to Any Organization
Describe Various Selling Models
Use a Customer-Centered Selling Approach to Provide Value
Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance

LESSON ONE

The Importance of Sales

Define Sales from a Customer-Centered Perspective
Describe a Customer’s Buying Cycle Process
Describe How Sales Functions Are Different from the Functions of the Rest of an Organization
Explain How Sales Creates Opportunities That Contribute to the Industry and Organization
Identify How Sales Department Interacts with the Entire Organization

Successful Sales Process

Identify Characteristics of a Successful Salesperson
Describe the AMA Sales Process

Plan for the Business

Describe How to Analyze an Industry and Territory
Identify Information That Should Be Included in a Customer Profile
Apply Segmentation Codes to Differentiate Customers
Describe How to Prepare Competitive Advantage Statements

LESSON TWO

Find and Qualify the Business

Identify Resources and Methods for Generating Leads
Identify Categories of Customers
Strategize Ways to Respond to Common Objectives
Compute Sales Activities Ratios
Schedule Time Effectively for Sales Activities

LESSON THREE

Earn the Business

Describe the “Earn the Business” Process Steps
Identify Ways of Opening a Sales Call
Apply Questioning Techniques to Discover and Confirm Needs
Discuss Strategies to Present Options and Resolve Objections
Describe Closing Techniques

LESSON FOUR

Earn the Business (cont’d)

Describe the “Earn the Business” Process Steps
Identify Ways of Opening a Sales Call
Apply Questioning Techniques to Discover and Confirm Needs
Discuss Strategies to Present Options and Resolve Objections
Describe Closing Techniques

Deliver the Business

Describe the “Deliver the Business” Process Steps

Manage the Relationship

Describe the “Manage the Relationship” Process Steps
Identify Technologies and Methods for Maintaining Customer Information
Discuss Strategies for Maintaining Communication with a Customer

Putting It All Together

Apply All Major Concepts Covered in This Seminar

Download Extended Seminar Outline PDF

American Management Association (AMA) is accredited by the International Association for Continuing Education and Training (IACET). AMA complies with the ANSI/IACET Standard, which is recognized internationally as a standard of excellence in instructional practices. As a result of this accreditation, AMA is authorized to issue the IACET CEU.

This course qualifies for 12 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org.

Classroom Schedule

15 Sessions Available

Online Schedule

2 Sessions Available

$2,195.00 Non Members
$1,995.00 AMA Members
$1,795.00 GSA

Date

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State

Date	Duration	State	City	Zip
2019-05-06 2019-05-07 May 6, 2019 - May 7, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-06-20 2019-06-21 Jun 20, 2019 - Jun 21, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-07-15 2019-07-16 Jul 15, 2019 - Jul 16, 2019	2 Days	OH	Columbus	43085 Columbus	Register Now
2019-07-25 2019-07-26 Jul 25, 2019 - Jul 26, 2019	2 Days	DC	Arlington/Washington	22202-4807 Arlington/Washington	Register Now
2019-07-29 2019-07-30 Jul 29, 2019 - Jul 30, 2019	2 Days	GA	Atlanta	30309-7705 Atlanta	Register Now
2019-08-08 2019-08-09 Aug 8, 2019 - Aug 9, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-08-26 2019-08-27 Aug 26, 2019 - Aug 27, 2019	2 Days	CA	Los Angeles	90045 Los Angeles	Register Now
2019-09-16 2019-09-17 Sep 16, 2019 - Sep 17, 2019	2 Days	MA	Boston	02110 Boston	Register Now
2019-09-23 2019-09-24 Sep 23, 2019 - Sep 24, 2019	2 Days	TX	Houston	77042-4559 Houston	Register Now
2019-10-03 2019-10-04 Oct 3, 2019 - Oct 4, 2019	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2019-10-21 2019-10-22 Oct 21, 2019 - Oct 22, 2019	2 Days	NY	New York	10019 New York	Register Now
2019-10-28 2019-10-29 Oct 28, 2019 - Oct 29, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now
2019-11-14 2019-11-15 Nov 14, 2019 - Nov 15, 2019	2 Days	TX	Dallas	75001 Dallas	Register Now
2019-12-02 2019-12-03 Dec 2, 2019 - Dec 3, 2019	2 Days	GA	Atlanta	30309-7705 Atlanta	Register Now
2019-12-16 2019-12-17 Dec 16, 2019 - Dec 17, 2019	2 Days	IL	Chicago	60601 Chicago	Register Now

$2,095.00 Non Members
$1,895.00 AMA Members
$1,700.00 GSA

Date

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	Date	Duration
	2019-06-03 2019-06-06 Jun 3, 2019 - Jun 6, 2019	4 Lesson(s) 06/03/2019, 2:00PM- 5:00PM; 06/04/2019, 2:00PM- 5:00PM; 06/05/2019, 2:00PM- 5:00PM; 06/06/2019, 2:00PM- 5:00PM;	Register Now
	2019-11-11 2019-11-14 Nov 11, 2019 - Nov 14, 2019	4 Lesson(s) 11/11/2019, 2:00PM- 5:00PM; 11/12/2019, 2:00PM- 5:00PM; 11/13/2019, 2:00PM- 5:00PM; 11/14/2019, 2:00PM- 5:00PM;	Register Now

2195.00 $