Page 339 - Get_Training_Catalogo_presencial_2026

SALES SKILLS DEVELOPMENT 04 | Área Comercial
04 | Commercial Area
Requirements
Commercial management skills; notions on negotiation and sales techniques

Sales forecast is the definition of “what”, “how much” and “when” I am going to be able to sell to each customer. In order to make a perfect
sales projection, it is indispensable to know the customers, their needs and business opportunities. Without this previous knowledge,
estimating sales is a shot in the dark and the fastest way to waste resources and failing in achieving company goals.

CONTENTS
OBJECTIVES
Module 1 - Vendor and Sales Process
At the end of this training course, trainees will have learnt - Vendors Characteristics and Functions
about adequate ways of presentation, communication, - Necessary Skills for Sales Professionals
planning and attendance strategies and will be aware of the - Leadership and Coordination of Sales Teams
fundamental need to change behaviours, which will bring
positive results for business. - Sales Proactivity
- Positive Attitude towards the Customer
- Recognizing Customer Motivations
ADDRESSEES - Identifying/Creating Customer Needs
- Time Management
Professionals performing duties in the areas of marketing,
sales, entrepreneurial communication, management.
Everyone who intends to develop sales skills. Module 2 - Customer and Purchasing Process
- Today Customer
- Customer Analysis
- Customer Categories
- The Characteristics of the Typical Customer
- Typical Customer Behaviour
- The Purchasing Process
Module 3 - Types of Selling
- Opportunistic Selling
- Distance Selling: Telesales, Telemarketing and Internet
- Doorstep Selling
- Mail order Selling
- Shopping Selling
- Account Management
INFORMATION - Customer Relationship Management (CRM)
Hours: 30h
Time: See Training Plan Module 4 - The Purchasing Process
Material Delivered: Training Support Material - Arguing and Negotiation Techniques
Training: Attendance Required - Effective Communication Techniques
Regime: Working Hours / Post-Working Hours - Conducting Meetings
- Conflict Management in Sales
- Main Errors to be Avoid in a Sale
- Ethical Issues in Commercial Transactions
- Sales Completion and Sales Closing Techniques
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 21