Program Brief

Strong sales teams are one of the most valuable tools that an organization can have in order to remain competitive in today's hard-hitting business environment. The more well-trained the sales team is, the more opportunities they can create, leading to greater results for the company as a whole. In this training program, participants will learn about the importance of sales, the basic sales stages, and the characteristics of successful salesman, as well as skills for dealing with different kinds of customers, retaining loyalty to an organization, and handling objections and complaints

Program Goals

At the end of the training program, the participant should be able to:

  • Recognize the concept and importance of sales and the characteristics of successful sales personnel, to determine the factors affecting sales and improve personal and professional performance
  • Acquisition of persuasion and negotiation skills to ensure the successful closing of the sales process
  • Identify effective selling techniques to achieve the largest number of sales closings
  • Getting to know the concept of customer loyalty and the mechanisms for dealing with complaints and objections to maintain customers and ensure their loyalty and repeat purchase
Program Agenda
Module 1: Introduction to Business Marketing
  • 1 The concept of marketing and business marketing

    • 2 The difference between corporate marketing and direct audience marketing

      • 3 Corporate marketing is a basic type of direct marketing

        • 4 Distinguish between the concepts of efficiency and effectiveness in marketing and sales management

          • 5 The Marketing Mix Concept 8 Ps’

            • 6 The concept of promotional mix

              • 7 The difference between the concepts of marketing and sales

                Module 2: The Concept and Importance of Sales
                • 1 Concept and objectives of selling between science and art

                  • 2 Factors affecting the sales process

                    • 3 What does a salesman do?

                      • 4 The tasks and qualities of a successful salesman

                        • 5 Ten Steps to the Sales Process

                          Module 3 :The Psychology of Selling, Preparation, and Self-Regulation for Salesmen
                          • 1 Personal management

                            • 2 Vendors time management

                              • 3 Understand the psychology of selling

                                • 4 Develop sales success strategies

                                  • 5 Character styles

                                    • 6 The concept of a person's responsibility for his success

                                      • 7 Signs of responsibility

                                        • 8 Presentation and explanation

                                          • 9 Overview of the different models in the sale

                                            Module 4:Persuasion and Negotiation Skills
                                            • 1 The concept of negotiation

                                              • 2 The term persuasion

                                                • 3 Characteristics of the persuasive person

                                                  • 4 Motivations and stages of persuasion

                                                    • 5 Principles for the Success of Negotiations

                                                      • 6 Negotiator Personality Styles

                                                        • 7 Negotiation methods and styles

                                                          • 8 ?The principle of BATNA in negotiations

                                                            Module 5: Effective Selling Techniques
                                                            • 1 Reception technology

                                                              • 2 Freeze-breaking technique

                                                                • 3 The five deadlock-breaking mechanisms

                                                                  Continue to Module 5: Effective Selling Technique
                                                                  • 1 Define the objection

                                                                    • 2 Plan for handling objections

                                                                      • 3 Definition of closing sales

                                                                        • 4 The basics and methods of closing the sale

                                                                          • 5 How can you track your customers?

                                                                            Module 6:Achieving Customer Loyalty and Dealing with Customer Patterns
                                                                            • 1 Types of loyalty

                                                                              • 2 Ways to create customer loyalty

                                                                                • 3 Different types of clients

                                                                                  • 4 Dealing with difficult personalities

                                                                                    • 5 Solve customer problems

                                                                                      • 6 Service recovery

                                                                                        Program Requirements

                                                                                        Not Available

                                                                                        Program Path

                                                                                        Names of the training programs that are integrated (enriched) with the training program:

                                                                                        • Not Available

                                                                                        Names of the training programs that after the training program:

                                                                                        • Not Available
                                                                                        Program Method
                                                                                        • Lecture
                                                                                        • Case Studies
                                                                                        • Brainstroming
                                                                                        • Dialogue Teams
                                                                                        • Exercises and assignments
                                                                                        Evaluation Method
                                                                                        • Pre Exam
                                                                                        • Post Exam
                                                                                        Training Type
                                                                                        • In Class Training
                                                                                        • Online Training

                                                                                        Add Comment

                                                                                        CAPTCHA

                                                                                        Realted Program

                                                                                        Preparation Program for Insurance Foundations Professional Exam (IFCE)- Third Edition

                                                                                        This training program aims to prepare participants with the knowledge and skills necessary to pass the Insurance Foundations Professional Exam (IFCE). This exam is mandatory for all employees of the insurance sector in the Saudi market. During this program, the participant will learn about the elements of insurance and the principles associated with them. This program also highlights the main functions of insurance companies and the products they provide to protect individuals and companies from the risks they are exposed to.

                                                                                        Details

                                                                                        Preparation Program for Compliance Foundation Professional Exam

                                                                                        This training program aims to prepare the participants with the knowledge and skills necessary to pass the Compliance Foundation Professional Exam. The program covers issues related to regulatory compliance and the principles of compliance with legal requirements for providing financial services. In addition, the program reviews money laundering legislation, terrorist financing, and anti-fraud laws.

                                                                                        Details

                                                                                        Anti-Money Laundering Awareness for Insurance Sector

                                                                                        Money Laundering schemes is a global phenomenon that ruins economies of entire countries from one aspect, as well as being a main source of financing terrorism. Therefore, most countries have worked together to formulate certain rules and guidelines to fight it, and the insurance industry is not safe from money laundering and is one of the industries exposed and used for money laundering and terrorism funding. This program is designed to provide candidates working in the insurance sector with a proper understanding of Anti-Money Laundering & Financing Terrorism, how to detect it, the different forms of fraud in insurance & the various strategies for combating it. Also, candidates will be exposed to the main international organizations that work in this area beside the Saudi Central Bank regulations that must be complied with.

                                                                                        Details

                                                                                        Introduction to Financing & Investment

                                                                                        Global capital markets are rapidly evolving, which necessitates the development of skills to identify financial and security risks as well as discovering the investment opportunities for business This program aims to introduce the principles of investment and financing and the distinction between personal and corporate investments in terms of the investment environment and how to make an investment or financing decision, as well as the impact of modern financial technologies on investment and financing operations

                                                                                        Details

                                                                                        Islamic Banking Basics

                                                                                        This program is designed to introduce the ethics of financial transactions in Islamic banking, in addition to acquiring basic knowledge of Islamic banking transactions by identifying the Shari’a regulations for financial transactions, and banking services with Shari’a compliant. The program enables participants to gain the ability to distinguish the characteristics of an Islamic bank from a conventional bank, as well as learn about the principles and characteristics of accounting standards for Islamic financial transactions and operations in accordance with Shari’a regulations.

                                                                                        Details

                                                                                        Excellence Customer Experience

                                                                                        Increasing competition has forced businesses to think carefully about deepening and improving their relationship with customers. Customer experience is the driver of organizations transformation and business development. This program focuses on developing and refining the skills of employees to improve the customer experience at all stages of engagement with the customer. The program also covers how to develop a basic model for improving customer experience that ensure customer satisfaction and loyalty, which results in increasing the organization's market share and maximizing its profits, in addition to developing a positive customer experience culture within the organization at all customer touchpoints.

                                                                                        Details

                                                                                        Preparation Program for Professional Exam for International Introduction to Securities and Investment- (CME-1A)

                                                                                        This training program aims to prepare participants with the knowledge and skills necessary to pass the exam for International Introduction to Securities and Investment- (CME-1A), This exam is mandatory by the Capital Market Authority that is provided in cooperation with the Chartered Institute for Securities & Investment (CISI) to those who wish to work in the capital markets. This training program covers several related topics such as introduction to the financial services sector, the economic environment, assets and capital markets, investment funds, regulations, and ethical principles as well as other financial products.

                                                                                        Details

                                                                                        Preparation Program for Professional Exam for Saudi Capital Market Rules and Regulations- (General Chapter)- (CME-1B)

                                                                                        This training program aims to prepare participants with the knowledge and skills necessary to pass the mandatory exam for Saudi Capital Market Rules and Regulations- (General Chapter)- (CME-1B), This exam This exam is mandatory by the Capital Market Authority that is provided in cooperation with the Chartered Institute for Securities & Investment (CISI) to those who wish to work in the capital markets. This training program gives an overview of the Saudi capital market. In addition, it covers the most prominent topics related to the CMA regulations, such as the Securities Business Regulations, the Capital Market Institutions Regulations, in addition to the Anti-money Laundering and Counter-terrorist Financing rules, prohibitions and systems and controls.

                                                                                        Details

                                                                                        Customer Service & Insurance Market Code of Conduct

                                                                                        With the growing competition in today's world, "customer service" is one of the most important factors that determine the extent to which organizations succeed in developing and maintaining business. This program is designed to familiarize participants with the “customer service” skills needed to deliver a unique and distinct “customer experience”; It includes understanding customer expectations, meeting their needs to ensure their satisfaction, and earning their loyalty. Giving them a comprehensive perception of customer service culture in successful companies. The program also addresses the legislative and regulatory environment that governs the relationship of insurance companies to their customers.

                                                                                        Details

                                                                                        Effective Communication Skills

                                                                                        Communication is the basis of success, the greater the ability to communicate effectively, the greater the chances of success in work and personal life. This training program is designed to improve and develop the verbal and nonverbal communication skills of employees, and to provide participants with communication skills to achieve the goals of the communication process, in addition to developing the skills of listening, presentation, recitation and feedback, and understanding the purposes of body language to enhance the communication process.

                                                                                        Details

                                                                                        Preparation Program for Probability (P) Exam- from SOA

                                                                                        In light of the growing interest in actuarial sciences worldwide, and the significant increase in demand for it, the Society of Actuaries SOA is eager to prepare and welcome the next generation of actuaries, through a series of professional exams specialized in the actuarial field. This training program is designed to qualify participants and provide them with the knowledge and skills necessary to pass the P Exam (probability), through familiarity with fundamental probability tools for quantitatively assessing risk The application of these tools to problems encountered in actuarial science is emphasized. As well as a comprehensive understanding of calculus and basic knowledge of insurance and risk management.

                                                                                        Details

                                                                                        Preparation Program for IFSAH Professional Exam- Saudi Exchange

                                                                                        This training program aims to prepare participants with the knowledge and skills necessary to pass the mandatory Professional Exam “IFSAH”. This exam “IFSAH” is a mandatory test by Saudi Exchange, targeting all disclosure officials for issuers of securities and investment funds, in order to improve the quality of disclosures for the announcements of companies and investment funds by achieving the best standards of transparency, which leads to the stability of the financial markets and the professionally handling stock market aspects, including shares, bonds and investment funds. It also helps in the governance of companies listed in the Saudi market, as well as Working in the management of investment funds. This program covers an important the knowledge required to work in the stock market, it provides the knowledge of laws and regulations that govern and regulate the work of companies and funds listed in the capital market, as well as the laws of governance and dealing with troubled companies and their regulations.

                                                                                        Details

                                                                                        Teamwork Skills

                                                                                        There is a Chinese proverb that says: Behind every capable person there are capable people. Collaboration is a vital part of personal and professional life, so learning team development and organizational culture is a great start to a better future. This training program is designed to provide participants with the concept of team work, the mechanisms for building it, the importance of developing the group spirit among the participants, and mechanisms for increasing the degree of team cohesion, rooting group values and unifying the vision among team members, which increases the effectiveness of work teams and reduces friction and conflict between teams within the organization through Unity of vision and goals and achieving more effective results.

                                                                                        Details

                                                                                        Effective Sales Skills in Insurance Companies

                                                                                        A salesman is a reflection of the insurance organization, and he must have technical skills, excellent communication skills, and perseverance in order to build relationships of trust with customers to whom he proposes appropriate solutions, with the primary objective of achieving the company's sales goals efficiently. This Program covers the concept of and importance of sales, its basic stages and the characteristics of a successful sales person, as well as how to handle different types of customers, sales techniques, smart targeting, attracting customers, how to maintain their loyalty to the organization and how to maximize sales, in addition to focusing on the mechanism of dealing with objections and complaints effectively.

                                                                                        Details
                                                                                        We value your feedback

                                                                                        Dear visitor, we hope that you will participate in improving and developing the services provided by the academy on the website.

                                                                                        Was it easy to find what you were looking for on the Academy's website?
                                                                                        Was the information presented on the Academy’s website sufficient and useful?
                                                                                        Please share with us your suggestions for developing the website
                                                                                        Thank you!