Sales Techniques Course Notes

FUNDAMENTALS OF SALES

• Core Principles:

  • Respect for oneself and others

  • Commitment

  • Engagement

  • Punctuality

  • Personal work responsibility

INCLUDED TOPICS

1. Intelligence Gathering

2. Customer Purchasing Patterns

3. Sales Phases and Techniques

4. Price Introduction

5. Responding to Objections

6. Relational Communication Techniques

T

THE SALES APPROACH

• A structured planflow for the sales cycle of products/services including:

  • Market Analysis: Understanding commercial dynamics and competitor landscape.

  • Sales Discussion: Adopting various communication modes to enhance product visibility.

  • Negotiation: Possible adjustment of various sales parameters (beyond just price).

  • Customer Retention: Actions aimed at maintaining customer loyalty.

ESTABLISHING A SALES STRATEGY

• Based on product and structured sales approach, formulate:

  • Target market & sales potential

  • Price positioning

  • Value proposition & communication strategies

  • Commercial objectives, revenue, and margin targets.