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Sales Effectiveness


In an ever changing market, customer preferences, expectations and decision making criteria gets even more dynamic and fast paced. In order to enhance effectiveness as sales professionals and make the most of the emerging opportunities, this workshop gives you valuable insights based on global studies validated by sales leaders. Buyer’s psychology and Seller’s focus areas get analyzed in details.

How participant will benefit after the course:
Deeper understanding of how a buyer decides, step by step approach of the seller to guide the prospect, seller’s preparation kit, post sale action planning are the key take aways from this training.


Individual Exercise, Group Tasks, Role Plays, Case Analysis, AV media, Instructor Led Discussions.

Contents of Training:


Introduction / Ice Breakers

Setting the context

Setting the Objective

Overview on Selling

Concept of Selling
Evolution of the Sales Stage in economic history
Role of the Seller in today's economy
Who Sells
When did we start selling
How to maximise sales

The Universal Buying Selling Process
Buyer Psychology
Seller's Strategic response to Buyer Psychology

Characteristics of Major Sale
Major Sale Vs Small Sale
Key differentiators

Need Based Selling
Overview of Need Hierarchy
Needs, Wants, Demands
Role of emotion in needs

SPIN Selling Technique

Characteristics of a Professional Sales Person

Key Attributes to enhance Sales Effectiveness

Implementing Learning
Identifying key learning from the workshop
Formulating an Action Plan to Implement

Wrap Up

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9140345, 9117179 Ltd.

19 th floor (East), BDBL Building (Old BSRS)
12 Karwan Bazaar
Dhaka - 1215

Sales Professionals at a frontline or team leader level, Sales Trainers and Coaches.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.

Actually overall arrangement was excellent. I must convey special thanks to bdjobs training for arranging such an excellent workshop as well as to the trainer Mr. Ayan Banerjee. Nahid Iftekhar, Sales Executive, BRAC Enterprises.