Understanding and managing the sales process


This module forms the introduction to business-to-business sales and is designed to provide you with a broad overview of the end-to-end sales process. The program has been designed by sales professionals for sales professionals.

Learning objectives

  • Describe the key stages in the sales process.
  • Define high performing sales professionals.
  • Recognise the benefits of a well-defined sales process.
  • Clarify the critical objectives of your sales activity.
  • Identify and prioritise your key personal development areas as a sales professional.

Target audience

This course is appropriate for anyone working in a business-to-business sales role and is a valuable learning tool for the novice and veteran alike.


Approximately one hour.

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