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27 - SLM- Sales and Marketing

SLM 117 - The Art and Science of Conceptual Selling

Code	Start Date	Duration	Venue
SLM 117	09 December 2024	5 Days	Istanbul	Registration Form Link
SLM 117	06 January 2025	5 Days	Istanbul	Registration Form Link
SLM 117	03 February 2025	5 Days	Istanbul	Registration Form Link
SLM 117	31 March 2025	5 Days	Istanbul	Registration Form Link
SLM 117	28 April 2025	5 Days	Istanbul	Registration Form Link
SLM 117	26 May 2025	5 Days	Istanbul	Registration Form Link
SLM 117	23 June 2025	5 Days	Istanbul	Registration Form Link
SLM 117	21 July 2025	5 Days	Istanbul	Registration Form Link
SLM 117	18 August 2025	5 Days	Istanbul	Registration Form Link
SLM 117	15 September 2025	5 Days	Istanbul	Registration Form Link
SLM 117	13 October 2025	5 Days	Istanbul	Registration Form Link
SLM 117	10 November 2025	5 Days	Istanbul	Registration Form Link
SLM 117	08 December 2025	5 Days	Istanbul	Registration Form Link

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Course Description

Lower budgets, less time, higher costs, lower headcounts, bigger targets, fierce competition, global financial crisis, and many other challenges have, more than anytime, made organizations think about resource optimization. Efficient Sales Call Management leverages the constraints and will help you make more win-win sales-specific decisions. You'll be able to work through a complete sales call management process. This includes sales pre-planning, the questioning sequence, getting incremental commitments, handling basic issue, and sales closing. These selling tools will help you get more focused on win-win selling encounters. This course will help participants, their respective organizations and customers to become all winners.

Course Objectives

Learn key insights into how to drive revenue to new levels.
Learn how to introduce winning sales methods to your organization.
Learn how to close difficult accounts.
Learn why customers buy and what motivates them to buy.
Learn how to tie your deal to a realistic metric.
Learn the most effective & proven method for planning of face-to-face sales calls.

Who Should Attend?

Sales professionals
Sales executives
Sales teams' managers/leaders
New hires who want to start their career in the sales profession
Anyone with the desire to boost his/her selling skills
Anyone who want to master sales call management across multiple industries.

Course Details/Schedule

Day 1

Introduction & Program Overview
Sales Organizations, Time Management, Buying Concept, Win-Win, Evaluating Opportunities and more
Buying Decisions – The Thinking Process
Customers' motives for shopping, and their buying decisions
Customers' purchased items

Day 2

Meeting the customer before the call
Your Valid Business Reason
Directing customers
Customer’s commitment
Personal credibility

Day 3

The Superb Communication and how to reach it
Getting information: The questioning & intelligent listening
Giving information: Differentiation & uniqueness
The Joint Venture Approach vs. Traditional Selling Approach
Getting commitment via friendship

Day 4

Handling basic issues or objections
Managing face-to-face sales calls more effectively
Managing a sales call from start to end
Minimizing levels of sales calls outcomes uncertainty
Maximizing time management utilization by focusing on win-win opportunities

Day 5

Calling your customer
Rehearsal & information assessment
Beyond the close
Course wrap up

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SAHARA Group Training and Consultancy INC (in Turkish: SAHARA Group Eğitim ve Danışmanlık AŞ)

Tax Office: Beyoğlu (Istanbul/Turkiye,Tax No: 7390525151 (Vergi Dairesi: Beyoğlu (İstanbul), Vergi No: 7390525151)

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02	TTC 102	5	Traffic Flow Theory for Intelligent Transportation Systems
03	TTC 107	5	School Transportation Quality
04	TTC 108	5	Traffic and Safety Engineering around Schools Sites
05	TTC 110	5	Transportation and Roads Engineering
06	TTC 115	5	Road Engineering Orientation Programme
07	TTC 120	5	Road Safety Management
08	TTC 125	5	Light Transit Rail Maintenance and Operations
09	TTC 127	5	Railway Metro Systems Design and Installation
10	TTC 130	5	ISO 55001 Asset Management Applications in Railway Environment
11	TTC 135	5	Basic Railway Engineering
12	TTC 140	5	Railways and Urban Guided Transport
13	TTC 142	5	Standardization of Engineering Systems of Metro System
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15	TTC 146	5	Wheel Rail Interface Issues and Precautions
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17	TTC 150	5	Railway and Metro Track Maintenance
18	TTC 153	5	Derailment Investigation
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05	ADV 507	5	3ds Max Modeling (Advance)
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07	SRM 106	5	Firefighting and Emergency Evacuation
08	SRM 108	5	Process Safety Management (LOPA & SIL)
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10	SRM 109B	10	Safety and Protection of Corporate Facilities (10 days)
11	SRM 110	5	Advanced Risk, Reliability & Safety Management Techniques
12	SRM 111	5	HSE Management (with Economics Module)
13	SRM 112	5	Core Concepts in Industrial Hygiene
14	SRM 113	5	Principles of Fire & Explosion Hazard Management
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30	SRM 138	5	Strategic Crisis Management & Emergency Response Planning (ERP)
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32	SRM 143	5	Conduct of Operations and Operational Discipline
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36	SRM-ON 119	5	Risk Assessment & Incident Investigation
37	SRM-ON 130	5	Emergency Response Planning (ERP)

(Click Category to List Courses)

27 - SLM- Sales and Marketing

SLM 117 - The Art and Science of Conceptual Selling

Course Description

Course Objectives

Who Should Attend?

Course Details/Schedule

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Day 2

Day 3

Day 4

Day 5

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