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COMMERCIAL NEGOTIATION TECHNIQUES - SALES 04 | Área Comercial
04 | Commercial Area
Requirements
No Requirements

In an increasingly competitive and demanding market, successful commercial strategies are based on the interaction between the active
knowledge about markets and the dynamic use of commercial tools. This course allows a professional to acquire the tools to success.

CONTENTS
OBJECTIVES
Module 1 - Marketing and the World Today
At the end of this training course, trainees will be able - Origin and Evolution
to perform duties of sales representatives and carry out - Marketing Perspectives
commercial duties related with sales management. During - Products
the training course, trainees will receive knowledge related
with personal sale concepts and with the framework of - Value and Satisfaction
current marketing approaches, and will be able to define the
profile of a successful sales representative. Module 2 - Active Listening in Interpersonal Relations and Attitudes in
Marketing Communication
- The Ten Active Listening Skills Used by Sales Representatives
ADDRESSEES - Concept of Attitude in Communication
Current and future professionals performing functions that - Types of Communication Attitudes According to Porter
require communication and/or commercial skills, namely - The Effects of Communication Attitudes on the Receiver Behaviour
sales managers, sales inspectors, sales representatives,
among others. Module 3 - Core Principles of Sales
- Sales as a Communication Engine
- Potential Customers
- Four Stages of an Interview
- Customers Answers (Sender / Receiver)
- The Sale (How to Be and How to Do)
- Sales Steps
Module 4 - Behaviours and Reasons for Purchasing
- Important Indicators in the Presentation of Goods and Services
- Purchasing Concept
- Stages of Consumer Buying Behaviour
INFORMATION - Reasons for Purchasing
Hours: 20h - Sales Objections
Time: See Training Plan
Material Delivered: Training Support Material Module 5 - Persuasion and Persuasive Resources
Training: Attendance Required - Basic Conditions for Persuasion
Regime: Working Hours / Post-Working Hours - Persuasive Resources
- Conditions for Persuasive Communication (Consistency/Credibility/Coherence/
Congruence)
- Constraints and Strategies
METHODOLOGIES

Methodologies used by the trainer will be
expository, demonstrative and/or active, favouring
the latter whenever possible.

ANGOLA +244 225 400 399 | www.get-ao.com ∙ PORTUGAL +351 244 820 630 | www.get-pt.pt ∙ MOÇAMBIQUE +258 857 367 374 | www.get-mz.com 5