Sales Skills I.

Selecting customers and establishing contact

Aim: Acquiring skills to manage first contact with a customer and establish a bond, improving self-presentation skills.

Course Topics:

  • Stages of sales negotiation, sales process
  • Telemarketing
  • Sources of potential customers, finding new customers
  • Types of customers
  • Pitfalls at various stages of sales negotiation
  • Communication strategies during first contact with customers (building rapport, mapping their needs, creating demand for a product, improving self-presentation skills)
  • Addressing a customer and establishing rapport
  • Right timing of the purchase order
  • Preparation and presentation of offer (reflecting customer’s needs, maintaining contact as a tool of customer care)