Sales Management for Non-Specialists

Customer Experience and Sales|2 days|Classroom or live online

Sales Management for Non-Specialists is built for delegates who need to be useful in this area quickly. It starts at first principles and works through negotiation in sales and difficult conversations without assuming prior specialist training. The programme exists because sales teams are frequently trained on the product and never on the conversation, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with consultative selling, service recovery and objection handling in their own organisation.

What delegates leave able to do

Bring consultative selling into line with current good practice, measured against consultative selling methodology
Make a decision about service recovery without waiting for a specialist
Spot where objection handling is failing before it becomes a finding
Put proposal writing on a footing they can defend to a reviewer

What the course covers

Negotiation in sales
Difficult conversations
Consultative selling
Service recovery
Objection handling
Proposal writing
Key account management

Who should attend

branch managers
service desk staff
contact centre team leaders
sales representatives

Fees

South Africa	R10 000
Elsewhere in Africa and the Gulf	USD 1 100
Live online	USD 900

Per delegate, for the full 2 days. Covers tuition, course materials and refreshments. Excludes travel and accommodation. South African courses carry VAT at 15%; on deliveries outside South Africa the VAT position is confirmed on the quotation, because it depends on where your organisation is registered.

Scheduled dates

16 to 17 Nov 2026	Online	USD 900
8 to 9 Feb 2027	Nairobi	USD 1 100
15 to 16 Mar 2027	Nairobi	USD 1 100
3 to 4 May 2027	Gaborone	USD 1 100
31 May to 1 Jun 2027	Nairobi	USD 1 100
5 to 6 Jul 2027	Johannesburg	R10 000
2 to 3 Aug 2027	Durban	R10 000
6 to 7 Sep 2027	Dubai	USD 1 100
4 to 5 Oct 2027	Port Louis	USD 1 100
22 to 23 Nov 2027	Gaborone	USD 1 100

Dates are the published schedule at the time this page was printed. We also run this programme on request, and in-house for a full team.

How to book

Call 069 221 6943 or email info@isptrainings.co.za with the date and the number of delegates. We reply with a written quotation and an invoice. A registration is not a confirmed booking until we confirm it in writing.

Innovative Special Projects|Monday to Friday, 08:00 to 18:00 (SAST)