Skip to content
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
Search

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.

See dates & locations

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.

  • Business Professionals
Specialists, engineers, chemists, technical staff, logistics, commercial positions, project managers etc.
  • New Managers
Managers of teams including team leaders with up to 3 years' experience in this role
  • Managers
Managers of teams and departments with more than 3 years' experience in this role
  • Senior Managers
Managers of managers, countries, divisions, regions companies with more than 10 years of senior management experience

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
Brochure Download
CONTACT US FOR MORE INFO

Faculty

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

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

Face-to-Face
2 days
€1,995
  • SEE DATES

Date
City
Location
Information
03 Nov – 05 Nov 2025
Vienna
City Centre
REGISTER

Live Online
4 sessions
€1,795
  • SEE DATES

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

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

Contact Us

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

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes
  • SEE DATES

  • SEE DATES

  • CONTACT US

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.

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes

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

Other MCE Recommended Programmes

B2B Key Account Management: Value Added Solution Selling

  • 3 Days In Person
  • Available In Company
  • SEE MORE
    SEE MORE

Developing Personal
Influence and
Impact

  • 4 Days In Person
  • Available In Company
  • SEE MORE
    SEE MORE

Giving Great
Virtual
Presentations

  • 4 Days In Person
  • 6 Sessions Online
  • Available In Company
  • SEE MORE
    SEE MORE

The MCE Team is ready to
answer your questions

shape-gold.svg

Download Your MCE Programme Guide Here

Download the MCE
Programmes Guide

Have Any Questions?

The MCE Team is ready to
answer your questions.

Get in touch
I am interested in training for *
Checkboxes
Checkboxes
Your International Partner For Agile People Development
  • +32 (0)2 543 21 20
  • info@mce.eu
  • Glaverbel Building,
    Chaussée de la Hulpe 166,
    1170 Brussels
  • SEE ON MAP
    SEE ON MAP
GET IN TOUCH
Get in touch
I am interested in training for *
Checkboxes
Checkboxes
SUSCRIBE TO MCE NEWS​

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your leadership skills.

Newsletter Subscription
Checkboxes *

GET IN TOUCH

Get in touch
I am interested in training for *
Checkboxes
Checkboxes

SUBSCRIBE TO MCE NEWS

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your skills.

Newsletter Subscription
Checkboxes *
© 2025 Management Centre Europe, All rights reserved. Privacy Policy | Sitemap

follow us