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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

5
(324 reviews)
  • In-Person
  • Live Online
  • At Your Company Location

Course Scheduling & Pricing

Home>Course Topic>Sales>Fundamental Selling Techniques for the New or Prospective Salesperson

Who Should Attend

  • Salespeople and sales support
  • Potential candidates for sales positions who want to build and revitalize their existing selling skills

  •   In-Person2 Day(s)
    1.2 CEU
  •   Live Online2 Day(s)
    1.2 CEU
 
 

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.

  • 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

View a Sample of Our Reviews

5

324 reviews

 
I couldn't have been happier with the level of detail on Sales. I have already implemented some new processes and can't wait to add more!
5
Erica O.
 
Project Director
 
Industry: Transportation, Marine Shipping
This class was very informative. Being new to sales, like myself, I will definitely apply these tactics to my day to day.
5
Steven D.
 
Technical Sales Representative
 
Industry: Manufacturing, Industrial Machinery & Equipment
I enjoyed this training, it improved my selling skills and made me more confident in expressing myself and applying it to the daily sales routine.
5
Maria P.
 
Business Development Specialist
 
Industry: Manufacturing, Industrial Machinery & Equipment
I thought this course did a great job in providing me with nice examples I could take away with and use for my customer meetings.
5
Cameron W.
 
Market Development Manager
 
Industry: Manufacturing, Food & Beverage
Amazing course and amazing instructor, I have gained so much knowledge to use in the field that I am feel more confident in myself and my approach with future customers.
5
Jamie T.
 
sales representative
 
Industry: Manufacturing

 

American Management Association is accredited by the International Accreditors for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

In-Person Schedule

4 Sessions Available

Live Online Schedule

4 Sessions Available

  • $2,445.00 Non Members
  • $2,245.00 AMA Members
  • $2,035.00 GSA
Date Duration State City Zip
  2025-06-12 2025-06-13 Jun 12, 2025 - Jun 13, 2025 2 Days IL Chicago 60601-5927 Chicago Register Now

  2025-07-17 2025-07-18 Jul 17, 2025 - Jul 18, 2025 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2025-10-15 2025-10-16 Oct 15, 2025 - Oct 16, 2025 2 Days NY New York 10019 New York Register Now

  2025-12-11 2025-12-12 Dec 11, 2025 - Dec 12, 2025 2 Days IL Chicago 60601-5927 Chicago Register Now

I couldn't have been happier with the level of detail on Sales. I have already implemented some new processes and can't wait to add more!
5
Erica O.
 
Project Director
 
Industry: Transportation, Marine Shipping
This class was very informative. Being new to sales, like myself, I will definitely apply these tactics to my day to day.
5
Steven D.
 
Technical Sales Representative
 
Industry: Manufacturing, Industrial Machinery & Equipment
I enjoyed this training, it improved my selling skills and made me more confident in expressing myself and applying it to the daily sales routine.
5
Maria P.
 
Business Development Specialist
 
Industry: Manufacturing, Industrial Machinery & Equipment
I thought this course did a great job in providing me with nice examples I could take away with and use for my customer meetings.
5
Cameron W.
 
Market Development Manager
 
Industry: Manufacturing, Food & Beverage
Amazing course and amazing instructor, I have gained so much knowledge to use in the field that I am feel more confident in myself and my approach with future customers.
5
Jamie T.
 
sales representative
 
Industry: Manufacturing
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