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    and CPD accreditation
  • Fiercely competitive pricing
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Sales training

An Introduction to Successful Selling
An Introduction to Successful Selling


The best solution for Introduction To Sales Training

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
CPD accredited course

Note: this Introduction to Successful Selling 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 12 modules


This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes thet are following.


The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.

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MODULE 1:  Introduction and Course Overview
MODULE 2:  Why Do We Contact Our Customers?
Learning outcomes:
Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered:
  • How Your Company Benefits From Customer Contact
  • How Your Customer Benefits From Contact With You
  • How You Benefit From Customer Contact
MODULE 3:  Starting Out in Sales
Learning outcomes:
A great introduction to sales with a discussion centred on this unique study of two different styles.
Topics covered:
  • Case Study: Jackie the Sales Newcomer
MODULE 4:  The Sales Process
Learning outcomes:
Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
Topics covered:
  • The Four Steps of a Sale
  • How the Sales Cycle Works
MODULE 5:  The Fear Factor in Sales
Learning outcomes:
Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
Topics covered:
  • Defining the Fear Factor
  • The Myth of the Fear Factor
  • Overcoming the Fear Factor
MODULE 6:  Attributes of a Good Sales Person
Learning outcomes:
Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
Topics covered:
  • Core Attributes You Need to Succeed
MODULE 7:  The AIDA Sales Model
Learning outcomes:
Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
Topics covered:
  • Outline of the AIDA Model
  • Attention - Getting Your Customer
  • Interest - Creating Interest in Your Customer
  • Desire - Motivating Customers to Buy
  • Action - Closing the Sale
MODULE 8:  Core Selling Skills
Learning outcomes:
Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
Topics covered:
  • Communication Skills in Sales
  • Questioning Skills
  • Listening Skills
  • Getting Organised for Sales
MODULE 9:  Handling Objections
Learning outcomes:
Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
Topics covered:
  • Types of Objection
  • Good and Bad Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
MODULE 10:  People Buy From People
Learning outcomes:
Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
Topics covered:
  • The Rules of Likeability
  • The Importance of Empathy
  • Preparing to Influence Others
MODULE 11:  Making Action Plans
Learning outcomes:
Start your successful journey into sales by using a template to enable a step by step approach.
Topics covered:
  • Your Plan for Sales Success
MODULE 12:  Your Personal Action Plan

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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

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

Field Sales

[Duration: one day]

Field Sales

  • Introduction and Course Overview
  • Maximising Productivity in a Sales Role
  • Meetings and Your Time
  • Generating Appointments
  • Successful Customer Meetings
  • Creating a Good Impression in Sales Meetings
  • Making Great Sales Presentations
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • 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



Elliott Sowden, Apr 24 2018
Course rating of 4 stars "I thought that the trainer provided for this day was excellent at delivering the material. He was very sharp and able to answer any questions myself and the other delegates had in thorough detail. "

Warren Lewis, Jan 5 2018
Course rating of 4 stars "The trainer was very attentive and professional. Had a good grasp on relevant concepts, with great examples."

Oliver downham, Dec 5 2017
Course rating of 4 stars "Teacher was good"

Amanda Thompson, May 8 2017
Course rating of 4 stars "I would recommend this course to people who are new to a sales job, and also people like myself who have entered into a new field of sales. (I was in an internal sales role and I'm now out on the road)."

Jane Chapman, Jan 11 2017
Course rating of 4 stars "the trainer/teacher was affable, accommodating and listened to what people were saying. Very good"

Jenni Shackleton, Jan 11 2017
Course rating of 5 stars "Very useful day and the trainer was extremely good at tailoring the course to our job roles."

Dawn Hesson, Jan 11 2017
Course rating of 4 stars "The trainer was enthusiastic and engaging. I was pleased with the way she adapted the course material, in tailoring the training for our particular business of academic publishing."

Naomi Walsh , Nov 7 2016
Course rating of 5 stars "i was very happy with my trainer, he was happy to discuss further and give advice on a 1 to 1 basis, which helped me greatly. "

Jonathon Hallam , Nov 7 2016
Course rating of 4 stars "very satisfied"

John Sambells , Sep 15 2016
Course rating of 5 stars "I really enjoyed myself and found the trainer charismatic and fun. I feel I got what I needed from the introduction to this new field I am going into."

Dean Noden , Sep 15 2016
Course rating of 4 stars "The Trainer Mike was very friendly and encouraging he ensured the course objectives were met and that all the course material was covered. "

Theodore Taylor , Sep 15 2016
Course rating of 4 stars "Our trainer was very personable and knowledgeable in the course materials. "

Stacey Bownes, Sep 13 2016
Course rating of 4 stars "Candy was very accommodating and gave us all what seemed like our very own tailored course."

Alex Kirk, Jul 4 2016
Course rating of 4 stars "I enjoyed the course very much and learnt a lot from it."

Phil Yard, May 3 2016
Course rating of 5 stars "Roy was a fantastic course leader. Was really willing answer any questions I had and seemed to have a genuine interest in my learning throughout the day, and giving me the tools I need to succeed in my role. "



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 introduction to sales training has 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 courses for your sales team 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 introduction to sales courses are 1 day, which keeps "out of office" periods for attendees to a minimum.

We have been delivering sales skills course all over the UK since 1995 and have continually developed our philosophy of high quality, flexible and results-driven provision of sales skills training 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 Sales Skills Training from Activia.

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

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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