Professional Sales Visit Techniques Training

Learning Outcomes

• Plan and prepare for a professional sales visit in accordance with organisational procedures.
• Apply effective communication and questioning techniques during the sales visit.
• Demonstrate the ability to present products or services and handle objections professionally.
• Evaluate the outcomes of the sales visit and document key information.
• Implement follow-up actions to maintain client relationships and progress sales opportunities.

Target Audience

Sales representatives, account managers, business development officers, and any professionals who conduct sales visits as part of their role.

Prerequisites

None — open enrollment.

Course Outline

Practicals

Overview

Practicals are essential to develop and refine the interpersonal and procedural skills required for professional sales visits. Learners engage in structured role-plays, simulated visits, and self-evaluation exercises to build confidence and competence.

Practical Activities

• Pre-Call Planning Exercise — Learners research a given prospect and complete a pre-call plan including objectives, questions, and materials. (4h)
• Needs Discovery Role-Play — Pairs practice SPIN questioning in a simulated sales scenario to uncover customer needs. (4h)
• Objection Handling Simulation — Learners practice the LAARC model to address common objections in a controlled role-play. (4h)
• Full Sales Visit Simulation — Each learner conducts a complete simulated sales visit from opening to close, with peer observation. (4h)
• Self-Evaluation and Action Planning — Learners review recorded simulations, complete self-evaluation forms, and create a personal development plan. (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.