I. Introduction

• Introduction into marketing
• Five stages of effective sales

II. Working with people

• Getting into contact
• Relationship awareness theory
• Individual Styles
• Understanding individual styles

III. Data collection and customer needs identification

• Five reasons on which it is useful to ask questions
• “Spin” technique
• Listening skills

IV. Commercial offer presentation

• “Features/Benefits” skills
• Training presentation as an element of promotion of the goods.
• Elements of successful presentation.

V. Overcoming objections

• Types of objections
• How to handle objections
• How to close the selling process
• Five methods to end the selling process