COURSE AREAS
Professional Selling Skills

I. COURSE OVERVIEW

No matter the product and service, sales activities often determine the success and survival of any company. Therefore, training staff on managing customers, providing customer care and developing new customers is a key requirement.  PACE Institute of Leadership and Management (PACE) offers a course on Professional Sales Skills that aims to develop the skills and effective sales performance for sales persons in different sectors that will help boost the overall sales productivity and efficiency of their companies. 

The course aims to equip sales professionals with the basic knowledge and skills to build their sales competency.  Through this training program, participants not only obtain vital sales knowledge, they also learn about approaches to understanding the psychology and consumption behavior of their customers.  They also learn about different methods of interacting with customers, especially in unexpected circumstances, and effective sales communication skills. 

PACE’s program on Professional Sales Skills has been successfully implemented over 10 years.  Program participants include sales staff and business managers representing diverse levels of management from local and foreign companies operating in Vietnam.  Program attendees benefit from the wealth of knowledge and expertise of PACE’s trainers who have many years of sales experience in managing multi-national corporations in Vietnam.  In addition, PACE employs its training as consulting approach, helping participants integrate what they learn from PACE’s trainers and their real-life issues in their working place.

For more information on the program, please contact the Training and Consulting Department of PACE.   

II. BENEFITS FOR ATTENDEES

Upon completion of this course you will be able to:

The Field of Selling

  • Know the role of personal selling in the firm
  • Know the characteristics of a successful sales person
  • Know the different types of salespeople
  • Know the characteristics of successful partnerships
  • Know the benefits and risks in partnering relationships
  • Know how to develop relationships over time

Knowledge and Skill Requirements

  • Know why salespeople need to develop their own code of ethics
  • Know which ethical responsibilities salespeople have toward themselves, their firms, and their customers
  • Know how organizations make purchase decisions
  • Know who is involved in the buying process
  • Know what salespeople should do in different types of buying situations
  • Know the basic elements in the communication process
  • Know good listening and questioning skills
  • Know how to interpret nonverbal (i.e. body language) communication
  • Know what is adaptive selling
  • Know why it is important for sales people to practice adaptive selling
  • Know how salespeople can adapt their sales strategies, presentations, and social styles to various situations

The Partnership Process

  • Know why prospecting is important for effective selling and the characteristics of a good prospect
  • Know how and where to obtain prospects; to overcome a reluctance to prospects (ie. search for new customers)
  • Know what information is needed about the individual prospect and the prospect’s organization
  • Know how appointments can be made effectively and efficiently
  • Know the various approaches that can be used to gain the prospect’s attention
  • Know how to offer the solution to the buyer’s needs by relating features to benefits
  • Know the characteristics and benefits of a strong presentation, how to strengthen the presentation with verbal tools, visual tools and product demonstrations
  • Know how to reduce nervousness when presenting
  • Know what types of objections can be expected
  • Know which methods and techniques are effective when you are responding to an objection
  • Know why it is important to obtain commitments from the customer, when is the best time to obtain commitments, which methods of securing commitments are appropriate for developing partnerships, and what to do once commitments are obtained
  • Know which sales strategies stimulate repeat sales and new business in current accounts