Learn to manage a sale from first contact to closing

Learn what sales is, the role it plays in business, and what a sales manager does.

Learn the main types of sales and understand how a customer moves through the stages of the sales funnel.

Learn how a sales manager can use active listening to communicate effectively, understand customer needs, and structure the conversation correctly.

Learn the main stages of sales, their sequence, and why each stage matters in the sales process.

Review the material from previous classes and apply it through practical tasks and situations.

Learn the main customer typologies and understand how to identify and distinguish customers from a psychological perspective.

Understand customer needs, buying motivation, and how they influence purchase decisions.

Explore the main sales department structures and types of sales managers according to their functions and responsibilities.

Learn who the decision-maker is, how to identify them, and how to communicate with them effectively. Also explore customer types across different industries.

Review previous topics through practical tasks, situations, and exercises.

Learn the main question types used in sales and apply them in different customer situations.

Learn what SPIN is, its main components, and how it works in the sales process.

Apply the complete SPIN technique through practical tasks and different sales situations.

Review all topics covered so far and apply the knowledge and skills in practice.

Learn what a target audience is, who may be part of it, and how to identify the right target customer. Explore the product and why a sales manager needs complete information about the product or service being sold.

Study and apply Upselling, Cross-selling, Win-Win, and SNAP sales techniques.

Study BULK, COPY, AIDA, and ICE techniques, their application, and the situations where they are appropriate.

Review sales techniques, product presentation, and work with the target audience through practical exercises.

Complete a mid-course knowledge assessment covering all topics studied so far and summarise the knowledge acquired.

Learn what customer objections are, their main types, and how to work with them correctly. Study core objection-handling techniques.

Use practical exercises and situations to understand objections and apply different techniques for overcoming them.

Learn who difficult customers are, their types and characteristics, and the main techniques for effective communication and work with them.

Apply the main techniques and communication approaches for working with difficult customers through practical exercises and situations.

Learn who premium customers are, their characteristics and expectations, and the main principles of serving them.

Learn how to work with a secretary or intermediary, reach the decision-maker, and use appropriate communication techniques.

Review and apply the knowledge and skills gained from the topics covered so far through practical exercises.

Understand what a sales script is, its structure, and how to create an effective script for different situations and customers.

Create, practise, and refine different sales scripts for relevant sales situations.

A video lesson recorded especially for MekStep Academy, in which international specialist Fred Copestake explains the core principles of sales ethics, professional conduct, and ethical customer communication.

Review all core topics covered in the course and reinforce the knowledge and skills through practical tasks.

The exam has two main parts: answers to theoretical questions and the preparation of a sales script. Participants can demonstrate both theoretical knowledge and practical skills gained during the course.

After the exam, a final practical class is held in cooperation with a partner organisation, allowing participants to apply their course knowledge and skills in a practical setting.