Behind every strong sales number is a representative who has mastered more than a pitch — someone who manages the full cycle from first contact to closed deal, negotiates confidently, and keeps a customer relationship alive well after the sale. Arab British Fellowship Training Academy built this advanced course around that full picture of what a successful sales role actually requires.

Sales management is, at its core, the practical application of sales techniques and process control within a company — and net sales are what fund almost every other business activity, which is why a capable sales representative sits at the center of it. Representatives who master their craft do far more than close deals: they present products accurately, negotiate discounts and payment terms, manage orders and agreements, keep customer files current, handle complaints, and report performance regularly.

This course turns that broad responsibility into a structured skill set, helping participants set clear short- and long-term goals, build a personal roadmap for sales success, and commit to continuously refreshing their selling principles rather than treating training as a one-time event.

Who Should Attend?

• Managers of companies and institutions.
• Managers in wholesale, retail, and sales environments.
• Employees responsible for financial departments in commercial companies.
• Entrepreneurs looking to develop their retail and sales skills.
• Accountants, finance staff, students, and public relations and marketing professionals.

By the End of the Program, Participants Will Be Able To:

• Apply more advanced techniques in marketing and selling.
• Communicate with tact, persuasion, boldness, and flexibility.
• Handle pressure from buyers with confidence and composure.
• Speak knowledgeably about the product and the company behind it.
• Show strong decision-making, motivation, and a genuine drive to succeed.

Module 1: The Sales Function and the Sales Representative's Role

• Defining sales management: objectives and evolution
• The sales process and why it matters
• Core skills of a successful sales executive

Module 2: Mastering the Sales Process

• Practical sales techniques and mechanisms
• Monitoring and controlling the progress of a sale
• Expanding and managing the customer base

Module 3: Planning for the Sale

• Setting priorities to make the most of limited selling time
• Tools for analyzing strengths, weaknesses, opportunities, and threats
• Reading political, economic, social, technological, and legal factors

Module 4: Standing Out from the Competition

• Differentiating yourself and your proposal from competitors
• Techniques for uncovering hidden opportunities
• Building flexibility into your offer

Module 5: Presenting and Negotiating with Confidence

• Powerful ways to present and overcome objections
• Using product features and benefits to prove value
• Fundamentals of negotiation and structuring your proposal

Module 6: Closing and Following Through

• Commitment and completing the deal
• Confirming product or service quality post-sale
• Practical exercises and applied discussion

Module 7: Selling for Specialised Teams and Managers

• Sales approaches for specialized sales groups
• Professional selling for sales managers and supervisors
• Tools for managing the process and reducing sales risk

Module 8: Setting and Tracking Sales Targets

• Objectives and types of target sales
• Methods for setting sales targets
• Analyzing sales performance against targets

Module 9: Modern Trends in Sales Management

• Characteristics and significance of sales organization
• Contemporary developments in sales management
• Identifying problems and finding appropriate solutions