Sales and Negotiation Techniques Programme

Sales and Negotiation Techniques provides the tools to achieve the goals within the increasingly competitive environment in which we are moving, where those involved in the management of sales that are not professional sellers will have little chance of achieving their goals and to ensure their success.

Programme Information

Participant Profile

The Sales Techniques Programme is for salespeople, commercial agents, pharmaceutical sales reps, sales delegates, who wish to update, consolidate and master their interviewing, communication and negotiation skills. This course will also interest you if you have finished your studies and wish to acquire sales knowledge and skills with which to face today's marketplace, or if you have had to change the nature of your work and need to contact customers to offer your company's product and services.

What will I get out of this programme?

The Sales Techniques Programmes will provide you with a sound knowledge of sales management and the sales techniques needed to carry out a sale and to close it successfully. The programme's objective is to provide you with a comprehensive perspective of the sales process and give you the technical information which will help you to get the most out of your daily work by consolidating basic sales techniques.
A comprehensive perspective of the sales process.
You will become familiar with essential techniques to detect customer needs, to inform the customer, to present arguments and persuade customers and successfully close a sale.
You will be able to conduct and control interviews with the final objective of selling.
You will enhance your capacity for analysis of product-market dynamics enriching it with the appropriate sales perspective.

Methodology

The learning process will enable you to acquire the information and concepts that are introduced throughout the programme in a practical and agile manner. In order to achieve the most effective results the pedagogical design is based on the analysis of concepts, principles and systems. The teachers use the Expositional Method, a key element of which is participation and discussion among the participants. The aim here is to construct clear and operative conceptual frameworks. We also carry out several sales simulations using role playing techniques, sales theatre and look at their immediate practical applications.