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Training Programmes > Develop Your Skills > Leading Business >

Essentials of Selling: for New Salespeople

Start your sales career the right way. Get the key selling skills you need to reach your sales targets.

The Key Issues

You are new in your sales role and need to quickly get key selling skills. You need to learn how to prospect for new clients, do sales calls, close business and manage customer relationships.

Selling skills
Key selling models

Generating
leads

Key Competences

Opening
sales calls

Analysing the
competition

Communication
skills

The Right Programme for You

You are a leader who needs to change your organization’s culture to become more dynamic, flexible, agile and resilient. You need to develop your leadership skills to drive your company through this change.

Highlights

Learn how to find and qualify new business leads.

Prepare your own competitive advantage statements.

Explore new ways to open a sales call Learn how to close the business and get that deal.

Learn, Practice and Use

Identify the behaviours and skills of a successful sales professional in today's world
Describe different types of selling models that work
Identify elements of the sales framework that you can use
Understand prospecting basics and be able to conduct a great sales call
Use a customer-centred selling approach to provide value
Choose a closing technique to get the business

Manage the customer relationship on an ongoing basis - stay close
Develop an action plan to apply your new skills when you get back to your office
Apply segmentation strategies to different customers
Describe the “Find and Qualify the Business” process in easy steps
Share your knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Details

Essentials of Selling: for New Salespeople is a 2 day or 4 live online sessions hands-on training programme. It focuses on different selling models, qualify prospects, managing relationships and building your sales plan.

Nine Programme Modules

1 | The Importance of Sales

Sales from a customer-centred perspective
Understand a customer’s buying cycle process
Learn how sales functions are different from the functions of the rest of the organization
Explain how sales creates opportunities that contribute to the industry and organization
Identify how a sales department interacts with an entire organization

2 | Characteristics of a Successful Salesperson

Values and their impact on work life
How values can have productive and nonproductive results
Identify value conflicts in yourself and in others

3 | Selling Models

Determine your own personal style profile
Gain insight into the strengths and limitations of your profile
Use behavioural clues to determine others’ personal styles
How to work more effectively with other personal profiles

4 | The MCE Sales Framework

Employee motivation factors and their impact on behaviours and work settings
How to tailor your motivational efforts to individual employees and different situations

5 | Plan for the Business

Use active listening to gain information and understand employees’ perspectives
Effectively apply positive and corrective feedback
Use appropriate values alignment when dealing with difficult employees

6 | Find and Qualify the Business

The dimensions of conflict resolution
Identify your own preferred conflict-resolution styles for better conflict management
Use different conflict resolution styles in different situations

7 | Earn the Business

Different delegation styles: How and when to use them
Determine the appropriate delegation style for employees and situations

8 | Deliver the Business

The impact of organizational culture and subculture and “cultural blinders”
Explore the assumptions that impact your team’s thinking and actions
Identify and build on the strengths of your team’s culture

9 | Manage the Relationship

The components of emotional intelligence
Gain an honest and accurate assessment of yourself
Develop an improvement strategy

Faculty

Bettina
Hausmann

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Upcoming Programmes

Choose your preferred learning solution

2 days

€1,995

SEE DATES

Date

City

Location

Information

03 Nov – 05 Nov 2025

Vienna

City Centre

REGISTER

4 sessions

€1,795

SEE DATES

There are no sessions scheduled in the near future for this programme. Please check back soon.

This programme is available as an In-Company solution for you teams.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

First Name

Last Name

Business Email

Company

Job Title

Phone

Country

I am interested in training for

myself

my team

Request

Checkboxes

I would like to receive the latest research-based articles and training programmes from Management Centre Europe.

Checkboxes

By submitting this form, you consent to Management Centre Europe processing your data and contacting you to fulfill your request. For more information on how we are committed to protecting and respecting your privacy, please review our Privacy Policy.

Captcha

If you are human, leave this field blank.

Date

City

Location

Information

03 Nov – 05 Nov 2025

Vienna

City Centre

REGISTER

There are no sessions scheduled in the near future for this programme. Please check back soon.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

First Name

Last Name

Business Email

Company

Job Title

Phone

Country

I am interested in training for

myself

my team

Request

Checkboxes

I would like to receive the latest research-based articles and training programmes from Management Centre Europe.

Checkboxes

Captcha

If you are human, leave this field blank.

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

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Your Industry

MCE Near You

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Special Editions

customized learning solutions

MCE CLIENT STORIES

other corporate services

Develop Your Skills

Your Seniority

Your Industry

MCE Near You

Discover More

Special Editions

customized learning solutions

MCE CLIENT STORIES

other corporate services

Essentials of Selling: for New Salespeople

The Key Issues

Selling skills Key selling models

Generating leads

Key Competences​

Opening sales calls

Analysing the competition

Communication skills

The Right Programme for You

Highlights

Prepare your own competitive advantage statements.

Explore new ways to open a sales call Learn how to close the business and get that deal.

Learn, Practice and Use

Programme Details

Nine Programme Modules

Faculty

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Upcoming Programmes

Contact Us

Contact Us

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Other MCE Recommended Programmes

The MCE Team is ready to answer your questions

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Selling skills
Key selling models

Generating
leads

Key Competences

Opening
sales calls

Analysing the
competition

Communication
skills

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

The MCE Team is ready to
answer your questions