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bookings:   0333 6000 111
service:       0333 6000 555
Face to Face Selling
 Face to Face Selling


The best solution for Field Sales Training Courses

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted
Need PRICES or DATES?  See the blue link buttons on the right  >>>
CPD accredited course

Note: this Field Sales course is CPD certified.
It is delivered as a classroom course with post-course e-revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as an Activia diploma of completion.


Full details of modules and topics covered in this one-day course

Blended learning

Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes and standard on-site/private classes (not available for bespoke courses) .


This is a one-day training course structured into 11 modules


The most effective time to sell is when you’re in front of your customer, face to face. This course is designed to assist sales professionals to gain the most from this opportunity. We use different communication tools/techniques than telephone sales and must prepare differently to ensure we are as successful as possible.


Anyone who is involved in a customer facing role where selling is involved.  This can include field support staff, exhibition staff, etc, as well as people at management or supervisory level who need to better understand the environment that their teams work in.


By the end of this workshop, delegates will be able to:

  • Generate valid appointments that should lead to a tangible result, not just social visits
  • Maximise their time at work and learn how to work smarter to achieve more
  • Hold successful customer meetings which have been properly prepared for
  • Deliver effective, informative sales presentations without nerves
  • Create a lasting, positive first impression with our customers
  • Generate interest in our products/services within our customers by using powerful questioning techniques
  • Motivate your customers to want to buy, handling objections well and selling tailored benefits
  • Confidently close the sale by asking for business and gaining commitment

MODULE 1:  Introduction and Course Overview
MODULE 2:  Maximising Productivity in a Sales Role
Learning outcomes:
Recognise the deflective tactics and time wasters that can divert our progress and weaken impact. Discover the habits of successful sales people.
Topics covered:
  • Deflective Tactics -- Time Wasters
  • Six Habits of Successful Sales People
  • Talking to the Right People
MODULE 3:  Meetings and Your Time
Learning outcomes:
Create meaningful and profitable objectives for business meetings, which can be one of the greatest opportunities for increasing sales.
Topics covered:
  • Getting a Face to Face Visit
  • Bad Practice with Customer Visits
  • Justifying the Meeting
  • Objectives for the Meeting
MODULE 4:  Generating Appointments
Learning outcomes:
Pave the way for yourself or for a colleague by establishing the interest of customers and making the face-to face meetings easier opportunities for success.
Topics covered:
  • Preparing for the Appointment Call
  • Example Scripts for Generating Appointments
  • Exercise: Create Your Own Script
MODULE 5:  Successful Customer Meetings
Learning outcomes:
What to do before, during and after the meeting to maximise the benefits and get results.
Topics covered:
  • What to do Before the Meeting
  • What to Do During the Meeting
  • What to Do After the Meeting
MODULE 6:  Creating a Good Impression in Sales Meetings
Learning outcomes:
Know the importance of communication style and appearance to enhance your credibility in meetings
Topics covered:
  • First Impressions
  • Your Appearance Counts
  • Communicating Effectively During a Sales Meeting
  • Vocal Control
  • Body Language
MODULE 7:  Making Great Sales Presentations
Learning outcomes:
Understand how knowing your audience, your message, and some simple presenting rules will make your presentations a success.
Topics covered:
  • Preparing a Sales Presentation: Know Your Audience
  • Preparing a Sales Presentation: Know Your Message
  • Delivering a Sales Presentation: Its Easier Than You Think
MODULE 8:  Interest - Creating Interest in your Customer
Learning outcomes:
Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.
Topics covered:
  • Customer Expectations, Questions, Wants and Needs
  • Buying Signals
  • Keeping Price in Its Place
MODULE 9:  Desire - Motivating Customers to Buy
Learning outcomes:
Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.
Topics covered:
  • Understanding the Customer
  • Features, Advantages, Benefits (FABs)
  • Selling the Right Benefits
MODULE 10:  Action - ABC: Always Be Closing
Learning outcomes:
"Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.
Topics covered:
  • Asking for Business
  • Effective Closing Techniques
  • Types of Close
  • Framing the Close
  • Pitfalls When Closing the Sale
  • Trial Closing
  • Aiming For Repeat Business
  • Maximising Profit
MODULE 11:  Your Personal Action Plan

Selling Skills Fast Track

[Duration: one day]

Selling Skills Fast Track

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • Core Selling Skills
  • People Buy From People
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Building Profitable Relationships

Introduction to Successful Selling

[Duration: one day]

Introduction to Successful Selling

  • Introduction and Course Overview
  • Why Do We Contact Our Customers?
  • Starting Out in Sales
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • The AIDA Sales Model
  • Core Selling Skills
  • Handling Objections
  • People Buy From People
  • Making Action Plans
  • Your Personal Action Plan

Putting Selling Skills Into Action

[Duration: one day]

Putting Selling Skills Into Action

  • Introduction and Course Overview
  • The Right Approach to Sales
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Attention - Getting your Customer's Attention
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Professional Selling Skills

[Duration: one day]

Professional Selling Skills

  • Introduction and Course Overview
  • Building Profitable Relationships
  • Advanced Objection Handling
  • Advanced Selling Techniques
  • Controlling the Conversation
  • Advanced Questioning Skills
  • Negotiation Tactics
  • Writing Effective Proposals
  • Your Personal Action Plan

Successful Telephone Sales

[Duration: one day]

Successful Telephone Sales

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Maximising Productivity in a Sales Role
  • The Importance of Voice
  • The Telephone as a Business Tool
  • Outbound Calls: Developing Your Script
  • Setting SMART Goals for Yourself
  • Pre-Call Planning
  • Generating Appointments
  • Dealing with Gatekeepers
  • Incoming Calls
  • Voice Mail Messages
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Managing Key Accounts

[Duration: one day]

Managing Key Accounts

  • Introduction and Course Overview
  • Identifying Key Accounts
  • Building Profitable Relationships
  • Writing Effective Proposals
  • Managing Customer Expectations
  • Planning Customer Contact
  • Developing Your Key Account Strategy
  • Negotiation Tactics
  • Meetings and Your Time
  • Successful Customer Meetings
  • Your Personal Action Plan



Vanessa McDermott, Feb 6 2017
Course rating of 5 stars "Thank you! Vivienne was absolutely super and I left feeling skilled up and equipped with all kinds of new tools and strategies. I'd had a totally tailored and very effective day of training."

Rich Allen, Sep 26 2016
Course rating of 5 stars "Vivienne who took the course was excellent and created a positive atmosphere!!"

Luis Eden , Apr 11 2016
Course rating of 5 stars "Would recommend the course definitely."

Elizabeth Rapley, Feb 22 2016
Course rating of 5 stars "My trainer, Candy, was excellent. She had loads of energy and made me feel very comfortable role-playing and trying out new approaches. I thoroughly enjoyed the session and would definitely recommend to others."

Charlie Davis, Feb 16 2016
Course rating of 4 stars "Graham was a great teacher, very engaging and friendly, I felt immediately relaxed and more able to concentrate, his enthusiasm and encouraging methods kept me interested and paying attention all day."



Blended learning
FREE E-learning Revision

With our latest Sales courses, you get free e-learning revision for a full 12 months after your class so you can reinforce the knowledge you have gained.

Access is simple: go to and log in using your email address.   This will give you free access to our e-learning revision modules.

Note: These have been developed and written exclusively by Activia to maximise effectiveness, by matching the e-learning exactly to what you cover in class.   We hope you have fun, on the day of the course and with honing your knowledge afterwards!

General Information

All Activia field sales training courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:













Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itenerary can be varied by prior arrangement.

What you get

With your Sales training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. With all Sales courses, you are also given 12 months access to free e-learning revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets an Activia Training Attendance Certificate.


Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:


We can enhance your skills with training in face to face selling at any of our twelve training centres UK wide, or we can come to your offices: if you have groups of three or more staff who need training, this is a very convenient, flexible and cost effective option. Moreover, most of our field sales courses are 1 day, which keeps "out of office" periods for attendees to a minimum.

We have been delivering field sales all over the UK since 1995 and have continually developed our philosophy of high quality, flexible and results-driven provision of training for field sales to ensure constantly improving standards of quality.   So you can be confident that we have the expertise, and the experience, to give you a great return on your investment in Training for Field Sales from Activia.

Why not contact us today to see how we can help with providing your field selling improvements ?

Stay in touch

Stay In Touch!


Contact Details

Activia Training

Locations Address: Head Office, Regus House,
268 Bath Road
Slough, Berkshire SL1 4DX

Phone Sales:           0333 6000 111

Service:       0333 6000 555

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