The Art of Selling

Course Overview
Course Offering
CTS Support

In today’s dynamic business environment, many firms in the business world consist of a collection of relatively autonomous business units that market multiple products to diverse customer groups. The challenge for these firms is how to hire, train and motivate the sales force to sell these products, build the firm’s customer base, and by extension, its market share and overall brand.


However, the firm has to develop and implement business- level strategic decisions in order to provide guidelines within which sales managers and sales people must operate. This is especially true for firms focusing on a customer relationship management (CRM) strategy.  By contrast, personal selling is an important component of marketing strategies in specific product market situations.


Sales strategies are designed for individual accounts or groups of similar accounts. Therefore an account targeting strategy is needed to identify and classify accounts into useful categories. Then, the type of relationship, the desired selling approach, and the most productive mix of sales channels are determined for each account category.


Putting the client at the centre of everything you do is vital to your firm’s success. This course identifies the value to the business of developing and maintaining strong client relationships, and helping to support the decision making process that leads to sales opportunities.


Target Audience

All members of the sales organization (Sales Managers, Sales Professionals, Account Executives, Customer Service, etc) that engage in communications with external customers and those desiring to enter into this field


Course Objectives

  • Build confidence and skills in client interactions to help ensure greater sales success.
  • Create a consistent understanding and approach to selling across the organization.
  • Demonstrate how effective ‘selling’ is about helping clients to buy.
  • Understanding the mechanisms behind effective listening and how they contribute to the sales process
  • Insights into how your clients think and how to create the safe environment of a TRUSTED ADVISER
  • How to initiate and develop successful clients for life across the board


Using the course objectives, participants will be able to exit with the following sales traits:

  • Establishing Relationships & Building Rapport
  • Communication and Planning
  • Advanced Questioning
  • Handling Client Concerns
  • Relating to Buyer Wants
  • Networking & Working the Room
  • Reaching Agreement
  • How Organizations make Buying decisions
  • Impactful Sales Presentations
  • Negotiation
  • Building Trusted Relationships


Course Assessment

  • Each candidate will be required to conduct a ten (15) minute presentation, which will be interactive in nature.
  • A written submission (details will be given on first day of class)


On Completion

Participants will receive a Certificate of Completion after successfully passing the set course assessments.



Course Offering

DayTimeDurationTuition Cost
Wednesdays 5:30pm to 8:30pm 8 weeks (24 contact hours) $1,200.00

Class Schedule

NoStart DateEnd Date
1 Wednesday, 17th February 2016 Wednesday, 6th April 2016
2 Wednesday, 20th April 2016 Wednesday, 8th June 2016
3 Wednesday, 6th July 2016 Wednesday, 24th August 2016
4 Wednesday, 21st September 2016 Wednesday, 9th November 2016



Programme Manager

Mr. Jude Bernard

Phone: 796-2140

E-mail: jbernard This email address is being protected from spambots. You need JavaScript enabled to view it.


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Upcoming Events



MBA and BBA Information Session

CTS College will be hosting a free information session on the AIB MBA and BBA programmes at the Radisson Hotel on Saturday 5th November from 10:00am to 11:00am.

CTS Graduation 2016

Sunday December 11th, 2016

Hilton Hotel