1.
Sales Excellence
iCorporatetrainings.com

2.
Introduction
 The program will provide insight to develop a critical understanding of the
factors that influence Sales & Marketing practices. The intention of the
program is to provide the people with an introductory view of Sales &
Marketing.
 Through this program, participants learn about basic aspects of Sales &
Marketing, good practices which can put to effective use etc. Through the use
of lectures, exercises, case study, and classroom discussion, participants gain
practical knowledge and the theory related to it and how it relates in the
actual scenario.

3.
Objectives
 To give the participant the capacity to understand the theory and apply, in real
world situations, the techniques those have been developed in sales & marketing.
 To introduce to the participant the bigger picture of Sales & marketing so that
he/she can understand how things fit together.
 To show the participant that Sales & Marketing is actual fun and can be put to
effective use in our day to day scenario.
 What is sales?
 Primary skills of sales person
 Preparing for sales interview/structure of sales call
 Grooming skills, Questioning and listening skills
 Presentation Skills (Presenting a Demo)

4.
Contents
 Buying behaviour
 Feature Advantage Benefits (FAB)
 Closures and different types of closures
 What is SPIN
 Trade off and value selling
 FAB ing and Closing
 Customer Profiling
 Objection Handling
 Communications & Listening Skills

5.
About the Program
 The training will be available as half a day, one day ,two day and three day
sessions
 The most of the program will be customized based on your agenda
 Most of the session will be conducted based on lots of case study and
examples based on the time line of the session
 Our trainers have real time experience in the relevant field and some of them
still working
 Our trainer’s experience start with minimum of 10 years

6.
Related Programs
 We have the following programs which has relevance to the Sales Excellence:
 Sales Excellence using NLP (NLP is an advanced psychological tool. You can sell
more easily using lesser effort)
 Personal Branding
 Dressing for Success
 Branding using Market Psychology (This is based on Jonah Berger’s Contagious)
 Negotiation Skills
 Team Building
 Personality Development
 Communication Skills

7.
Related Programs
 Leadership Skills
 Crisis Management
 Transactional Analysis
 Soft Skills
 Etiquette (Corporate Etiquette, Telephone Etiquette, Mail Etiquette, Social Media
Etiquette and International Etiquette)

8.
Contact Details
 www.icorporatetrainings.com
 Balasubramanian.r@icorporatetrainings.com/balasubramanianr@outlook.com
 8939948971
 Address:
 Regus Shyamala Gardens Level 3,
 Shyamala Towers.
 No.136,Arcot Road,
 Saligramam,
 Chennai - 600 093.
 Land Line: +91-44-6686 4984
 Fax : +91 44 6686 4567