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Principles of Professional Selling

AMA - American Management Association
Training overview
3 days
2,345 USD
Classroom / Public
Next start date: 4/1/2019 - San Francisco
Start dates
San Francisco
2,345 USD
2,345 USD
2,345 USD
2,345 USD
2,345 USD
2,345 USD

Course description

Principles of Professional Selling

Thousands of salespeople have prospered by attending AMA’s most popular professional sales training seminar.

No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.

Go through the entire sales process and discover the most modern sales methods today—consultative/solutions selling. You’ll leave this professional sales training workshop better equipped to develop presentations that meet your clients real needs…create a specific sales plan to achieve your sales goals…influence the right buyers and close the sale with ease.

How You Will Benefit

  • Develop a master plan to manage the sales process
  • Win the confidence and trust of prospects by learning as much as possible about their needs
  • Successfully sell on a consultative level, using effective interviewing techniques
  • Effectively communicate your product/service superiority
  • Build long-term sales relationships by offering solutions
  • Uncover customer resistance and overcome objections
  • Know when—and how—to close the sale
  • Productively manage your time and territory

Who should attend?

Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to learn professional sales training techniques to train salespeople.

Note: This course is not for novices; see seminar # 5510 Fundamental Selling Techniques for the New or Prospective Salesperson.

Training Content

This training course will cover:

  • Planning: using competitive analysis to gain more business
  • Matching your sales approach to the personality style of your customer
  • Becoming a problem solver: supplier-based selling vs. selling a solution
  • Developing new business while maintaining existing account
  • Managing key-account and key-prospect relationships


The course is priced as follows: $2345 - Non-members
$2095 - AMA members
$1984 - 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


Sarah P.
Ben sure knows his stuff and he made these three days just fly by. He kept our interest and taught me some new tricks! Ring the bell! Thank you, Ben!
Thomas P.
Dan B.
Thought the course material was too basic and a little dated. Would have liked to see more audiovisual in the presentation.
Training reviews
Principles of Professional Selling
Course rating
Based on 128 reviews
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