Part I: Understand the sales profession

• What is an activity "Sales" meaningful and effective;
• The role, responsibilities, attitudes, knowledge and skills of a professional salesperson;
• Method of self-improvement and development "sales profession" for each level.

Part II. Customer psychology and consumption behavior

• Customer’s character and the psychological factors in sales;
• Motivation and consumer demand;
• The psychological stages of a procurement process;
• Active impact approach method to consumption behavior of customers in each period.

Part III. Processes and effective sales methods

• Sales plan and preparation for necessary information

- The process of establishing sales plans;

- Tools, forms and reports commonly used in the work of sales;

- The necessary important information need to be prepared in the sales activities.

• Professional sales process;
• Important key to succeed in sales

- Develop the attitude and approach accordingly;

- Carry out the access in proper methods;

- Techniques of "listening" and gather information;

- Technology identification, analysis and classification of customer needs;

- Defining negotiation techniques;

- End of successful business.

• The important, necessary remarks in sales activities.

Part IV. Several important skills in subsidiary to sales

• Communication skills and convincing presentation

- The role of communication in sales;

- The principles of effective communication in sales;

- The barriers in communication, the close signal in communication;

- Techniques to break the apathy, indifference and create openness for customer in sales communication.

- Persuasive presentation in sales.

• Skills of handling objection / refusal

- The most common causes as the client objection / refusal;

- The principles should be followed when handling objections / refusal;

- Some technologies and tactics for handling objections / refusal in sales;

- Practice on the situation.