Course Objective and Content:

This program introduces those new to sales to the fundamental concepts of establishing a sales presence and setting up a                "sales territory". It focuses on the basic skills and actions that are necessary to become a successful sales professional.                         

Key Topics Covered:
  1. The Profession of Selling in the 21st century.
  2. The 3 Eras of Selling and the salesperson's role.
  3. Planning how to cover your territory.
  4. Using your time effectively and efficiently.
  5. Creating winning first impressions.
  6. Call Planning: The structure of a successful sales call.
  7. Prospecting:
          a.  Who should you be talking to?
          b.  Making initial contact.
          c.  Listening skills.
          d.  Cold-calling and the use of scripts.
  8. What is Qualifying? Why is it so important?
  9. What information do you have to have to make the sale?
  10. Presenting your product or service?
  11. How and when to Close the Sale.
  12. Dealing with Objections / Rejection.

Attendees should be prepared to discuss their initial experiences as new sales reps. What expectations were set? What has been surprising / unexpected?                 

Fee:        $795 plus taxes.








  • Registration is limited to 6 - 12 per class.
  • Full documentation and refreshments are provided.
  • Senior reps are welcome to attend courses focused at earlier career stages to  review / reinforce their basic knowledge.
  • Fees and content are subject to change without notice.


  • Class dates are chosen when sufficient interest is registered to hold a minimum class.
  • Note:Please call and register your full range of interest for your sales staff. (No fee is payable at this point.)


  • Classes are held at accessible business venues / hotels in the Greater Toronto Area (GTA).
  • Hotel accommodation will be recommended for out-of-town attendees.


  • Fee payment is required only when a course date has been set, communicated, and accepted.
  • Fees are payable in full prior to the start of any confirmed course and are non-refundable 48 hours or less prior to the start of a confirmed course.