Actionable Selling Skills Training

Learning Outcomes

• Apply a structured sales process to manage opportunities from prospecting to closing.
• Analyze customer needs and buying behavior to tailor sales presentations effectively.
• Implement advanced questioning techniques to uncover hidden objections and buyer motivations.
• Demonstrate effective presentation and communication skills to convey value propositions clearly.
• Evaluate and handle objections using proven strategies to maintain momentum and trust.
• Design a personal action plan to continuously improve selling skills and achieve sales targets.

Target Audience

This course is ideal for sales representatives, account managers, business development executives, and anyone involved in selling products or services who wants to enhance their selling skills and achieve measurable results.

Prerequisites

None — open enrollment

Course Outline

Practicals

Overview

The practicals are designed to provide hands-on experience in applying the sales techniques covered in the course. Learners will engage in role-plays, simulations, and real-world exercises to build confidence and competence in selling situations.

Practical Activities

• Sales Role-Play: Initial Contact and Rapport Building — Learners practice making initial contact with a prospect, establishing rapport, and uncovering needs through questioning and active listening. (4h)
• Product Presentation and Demonstration — Learners prepare and deliver a short product presentation tailored to a given customer profile, focusing on value and benefits. (4h)
• Objection Handling and Closing Simulation — Learners participate in a simulated sales conversation where they must handle common objections and attempt to close the sale. (4h)
• Negotiation and Deal-Making Exercise — Learners engage in a negotiation scenario to practice reaching a mutually beneficial agreement, focusing on trade-offs and concessions. (4h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.