Activating Recommendations


Enjoyment and success in selling

Target group

All sales employees who are actively involved in the selling process
As a basic training for young salespeople
For experienced salespeople to define their current position, as a refresher and for further development


  • Importance of attitude to sales and selling function
  • Self-motivation and initiative
  • Personal preparation for selling and negotiating
  • Presenting with confidence / body language
  • Negotiation - the ability of convincing others
  • Discovering the customer's needs
  • Effective telephone communication
  • Dealing with objection, complaints and negativity
  • Price negotiation
  • Closing the sale
  • Building up and fostering a personal relationship with the customer
  • Efficient use of time


  • Practice-oriented intensive training
  • Exercises, role plays, to cover the above-mentioned content
  • Analysis and coaching on current practical situations
  • Transfer from theory into practice by setting objectives and participants' practice reports
  • Personal action plan and implementation
  • Development of best practice procedures


The gustavkäser Learning Journey



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