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Fundamental Selling Techniques for the New or Prospective Salesperson

AMA - American Management Association
Training overview
2 days
1,995 - 2,095 USD
Classroom / Public
Next start date: 3/25/2019 - New York City
Start dates
New York City
2,095 USD
2,095 USD
San Francisco
2,095 USD
2,095 USD
2,095 USD
2,095 USD

Course description

Fundamental Selling Techniques for the New or Prospective Salesperson

With this intensive introduction to selling, you can begin your sales career with confidence.

Many new sales professionals lack a strong understanding of the fundamentals of selling, making it highly unlikely they’ll close as many sales as they need to. With ever-increasing competition, they face the unfortunate prospect of a short-lived sales career. This highly interactive Live Online introduction to the art of selling will equip you with the tools and techniques necessary to improve your performance and achieve sales success.

How You Will Benefit

  • 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.

Who should attend?

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Training Content

This training course will cover:

  • 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


The course is priced as follows: $2095 - Non-members
$1895 - AMA members
$1795 - GSA price

About supplier

2019 leadership

About American Management Association International

For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...

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Contact info

AMA - American Management Association


Eric R.
The trainer was excellent in guiding the course and focusing on the areas which the attendees needed focus. His expertise and guidance was thoughtful and inspiring.
Thomas B.
Kathie Durante was amazing! Classrooms were awesome!
Deborah H.
Kathy was very knowledgeable about the subject and pretty much any field of work where you would have a sales team. She also trained in a way that made it relatable to the class no matter what field you were in. She was open to any questions and kept the class interesting with her training style, examples and activities. She was truly committed...
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Training reviews
Fundamental Selling Techniques for the New or Prospective Salesperson
Course rating
Based on 171 reviews
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