Course Description

Foundational Sales Mastery

Module 1: Introduction to Sales

• Understanding the Sales Process
• Importance of Sales in Business
• Types of Sales: B2B, B2C, Consultative Selling
• Key Sales Terminology
• Sales Ethics and Professionalism

Module 2: Principles of Selling

• Building Customer Relationships
• Sales Cycle and Pipeline Management
• Prospecting and Lead Generation
• Qualifying Leads and Opportunities
• Objection Handling Techniques

Module 3: Sales Management

• Role of Sales Managers
• Sales Planning and Forecasting
• Territory Management
• Sales Metrics and Key Performance Indicators (KPIs)
• Team Building and Motivation

Module 4: Professional Selling Skills

• Effective Communication in Sales
• Active Listening and Questioning Techniques
• Building Trust and Credibility
• Closing Techniques and Deal Negotiation
• Customer Relationship Management (CRM)

Module 5: Sales Techniques and Strategies

• Solution Selling vs. Product Selling
• Consultative Selling Approaches
• Cross-selling and Upselling Strategies
• Value-Based Selling
• Competitive Analysis and Positioning

Module 6: Sales Psychology and Persuasion

• Understanding Buyer Behavior
• Psychological Triggers in Sales
• Emotional Intelligence in Sales
• Persuasive Communication Techniques
• Overcoming Resistance and Building Rapport