• Most salespeople are unstructured in their sales efforts. Selling has become more scientific and it is therefore vital that sales people progress to a higher level of professionalism.

  • This programme analyses the sales planning process. Delegates will learn how to analyse, plan and monitor their activities to maximize results.


  • Eighty percent of sales are often generated from twenty percent of customers. Delegates will learn to develop a key account plan and to use specific tools to maximise opportunities in Key Accounts.

  • Negotiation is a process. Understand the process and the psychology of negotiation and improve and develop skills as a negotiator.

  • Essential Selling uncovers the basic skills that are essential to selling and the planning of sales activities.