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Salesmanship Fundamentals
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Salesmanship Fundamentals

Salesmanship Fundamentals

Welcome to the Sales Fundamental Skills Workshop! The Sales Fundamental workshop facilitates recreating effective sales with everyone within the purpose of existence of your company. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making this interest concrete – something that merits spending some of their hard-earned money.

Learning Outcome

This workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale.

Research and studies have consistently demonstrated that when clear goals and objectives are associated with learning, the learning and competency occur easily and vividly. By the end of this program, the participants will be familiar, proficient, and competent with the following topics of the workshop.

Modules

Module 1

Kickstart

  • Lesson 1: Pre-Questionnaire
  • Lesson 2: Establishing Sales Fundamentals Skills Objectives
Module 2

Understanding the Talk

  • Lesson 1: Types of Sales
  • Lesson 2: Common Sales Approaches
  • Lesson 3: Glossary of Common Terms
Module 3

Getting Prepared to Make the Call

  • Lesson 1: Identifying Your Contact Person
  • Lesson 2: Performing a Need Analysis
  • Lesson 3: Creating Potential Solutions
Module 4

Creative Openings

  • Lesson 1: A Basic Opening for Warm Calls
  • Lesson 2: Warming up Cold Calls
  • Lesson 3: Using the Referral Opening
Module 5

Making Your Pitch

  • Lesson 1: Features and Benefits
  • Lesson 2: Outlining Your Unique Selling Position
  • Lesson 3: The Burning Question Every Customer Wants Answered
Module 6

Handling Objections

  • Lesson 1: Common Types of Objections
  • Lesson 2: Basic Strategies
  • Lesson 3: Advanced Strategies
Module 7

Sealing The Deal

  • Lesson 1: Understanding When It’s Time to Close
  • Lesson 2: Powerful Closing Techniques
  • Lesson 3: Things to Remember
Module 8

Following Up

  • Lesson 1: Thank You Notes
  • Lesson 2: Resolving Customer Service Issues
  • Lesson 3: Staying in Touch
Module 9

Setting Goals

  • Lesson 1: The Importance of Sales Goals
  • Lesson 2: Setting SMART Objectives
Module 10

Managing Your Data

  • Lesson 1: Choosing a System That Works for You
  • Lesson 2: Using Manual Systems
  • Lesson 3: Using Computerized Systems
Module 11

Using a Prospect Board

  • Lesson 1: The Layout of a Prospect Board
  • Lesson 2: How to Use Your Prospect Board
  • Lesson 3: A Day in the Life of Your Board
Module 12

Wrapping Up

  • Lesson 1: Post Questionnaire
  • Lesson 2: Words from the Wise
  • Lesson 3: Establishing SMART objectives for Sales Fundamentals

Interested in this program?

Apply through our Customized Programs tab or get in touch with us for more information.