This program aims to strengthen the skills of sales executives through an experiential, interactive, and genuinely tailored approach that focuses on:

• Contributing to increased sales effectiveness
• Highlighting a unified sales strategy per product/service and shaping a cohesive sales culture
• Understanding the sales process and the structure of a sales dialogue
• Assimilating sales techniques rather than memorizing them; improving the speed of consistent assimilation of new knowledge (e.g., new product/service)
• Adapting to new challenges and conditions – effectively managing demanding situations
• Boosting self-confidence through practice with real product/service data
• Improving cross-selling techniques

The program is developed into the following modules:

• Building Trust-Based Relationships & Dynamic Communication
  Participants will explore how to create an authentic connection with the client from the very first interaction, using techniques of empathy and effective communication. They will learn how to ask the right questions to uncover deeper needs, listen actively, and decode non-verbal body language. Through experiential exercises and board game simulations, they will gain the ability to recognize and adapt their communication style to the client’s profile, thereby strengthening trust and a sense of security.
• Consultative Selling and Sales Dialogue
  Participants will practice targeted preparation, analyzing the client’s “big picture,” and presenting solutions that have real meaning and value, as they emerge from the Sales Dialogue. They will learn to handle objections with confidence and successfully lead the Sales Dialogue towards commitment and closing the sale. At the same time, they will become familiar with the critical differences between B2B and B2C sales, the role of KPIs in tracking success, and modern tools such as artificial intelligence and sales playbooks, which provide a strategic advantage in a demanding market environment.
• Application in Real Conditions & Personalized Action Plan
  In the Sales Lab, participants will work on real company products and services, creating detailed customer profiles (customer personas) and applying sales strategies in role-play simulations that replicate everyday challenges. With the help of targeted feedback and a coaching tool, they will design their own Action Plan with practical steps they can immediately implement, enhancing both their performance and their long-term relationship with the client

• Frontline sales executives
• Sales Managers &
• Supervisors

A common characteristic of the participants is their strong exposure to sales challenges and their significant impact on the company’s revenues and/or expenses (i.e., profitability).

We would be pleased to address any enquiry you might have and to assist you in any way we can.

Marianthi Karaiosifoglou

Tel.: +30 210 89.64.531(ext. 2213)

E-mail: mkaraiosifoglou@alba.acg.edu

Seminar fees are sponsored by SEV.   

Registration fee of 50 euro to be covered by participating executives/ companies,  as a donation to the NGO Εστία Κοριτσιού Φιλοθέη η Αθηναία. Find more information and bank tranfer details here

Participation in the seminar is activated on a first come-first served bases, by sending the deposit slip to the Executive Development, Mrs M. Karaisofoglou, mkaraiosifoglou@alba.acg.edu. Ιn the payment details, please indicate full name, company name and seminar title.

Upon submitting the online application, you will receive an email at the address you have provided, with detailed instructions for the process of depositing the amount to the charitable organization and the participation in the seminar.

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