Course Description
This is a basic sales program targeted to the new salesperson or an employee who wants to move into
the sales role. Participants learn the fundamentals of the sales process, elements of selling, and how to
anticipate objections. They also will learn how to create an effective sales presentation.|

Content Outline
Part 1: Sales Fundamentals
A: The sales process
B: Elements of selling
C: Understanding sales terms
Part 2: Your Professional Self
A: Developing your character
B: Managing yourself
Part 3: Handling Clients
A: Finding your clients
B: Connecting with your clients
C: Finding solutions
Part 4: The Sales Presentation
A: Anticipating objections
B: Creating a sales presentation
C: Responding to objections
Action Planning

Total Workshop Hours
6

Delivery Mode Options
∞ One 6-hour day: E.g., 9 AM – 12 Noon; 1- 4 PM; or,
∞ Two separate days of three-hour blocks each day: E.g., Mon. 9 AM -12; Wed. 9 AM – 12.

Cost
$700 for workshop (not per participant)
$20 per participant for text.
E.g., total costs with 10 participants:

Workshop
$700

Materials
$200

Total Costs
$900 ($90 per participant)