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  • Effective Sales Techniques 1: The Professional Salesperson

Effective Sales Techniques 1: The Professional Salesperson

Short Overview
Developing sale competencies requires deep knowledge and practical guidance for sales taking place in B2B markets and B2C markets alike. Every sale follows a certain dynamic process with specific steps. Each step/phase requires the application of relevant knowledge and the application of certain techniques. This program familiarizes the participants with the notion of the “cycle of sales” and each of its phases, from the opening of the sales all the way to closing the sale.
Learning Goals
After completing the program, participants will be able to:
  • Follow a novel process in their sale attempts
  • Know all the up-to-date tools of modern sales
  • Create trust between them and their customers
  • Have satisfied customers
  • Differentiate themselves from competition
  • Increase their self-esteem
Program Value
Each sale is different, requiring specialized knowledge and continuous practice. In this context, the program offers a holistic and systemic view of successful sales.
Evaluation Method And Final Grade Computation
Upon the completion of each teaching module, participants are assessed for the knowledge and skills they have acquired through an electronic assessment test. The final examination includes the assignment of individual work and the oral examination of the trainee, by the scientific manager of the program, through a live video session. Successful completion of the program andthe conferral of a training certificate requires a final grade of at least 50%.
Learning Method Description
The program uses the eLearning educational method: learning takes place purely asynchronously (that is, on days and hours that serve the trainee, without mandatory attendance at a specific time or day), exclusively remotely (using a special educational platform via the internet from the trainee's area) and using digital educational tools such as video lectures, interactive self-assessment exercises, and other elearning tools that ensure effective and flexible individual self-learning. The program's training material becomes available at specific time periods, based on the training path followed, and then remains available on the training platform without restrictions throughout the duration of the program.
Teaching Language
Application deadline: 15/05/2024
Program start: 22/05/2024
Program completion: 21/07/2024
Scientific area
Way to follow
ECTS units: 2
Hours of asynchronous training: 30
Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
Additional hours of employment: 30
Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
Total hours: 60
The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
Weeks of training: 8
Weeks in which activities of any kind are planned are included.
Vocational Education and Training Certificate
Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
Center Secretariat, This email address is being protected from spambots. You need JavaScript enabled to view it., , 210 8203753
Target Audience
University graduates and students, Sales personnel and salespeople, Entrepreneurs and self-employed dealing with customers (e.g., pharmacists), High school graduates with an interest in sales
Prerequisite Knowledge
Basic knowledge in computer usage (word processing, spreadsheets, emails, browsers) and basic knowledge of business administration.
Scientific Responsible
Mode And Frequency Of Communication
Communication between instructors and trainees is purely asynchronous, via e-mails and/or personal messages through the training platform.
The total amount of tuition is €330 and is paid in two installments. The first installment, of €150, is paid as an advance payment before the start of the courses, to secure the place, and the second, of €180, is paid before the program is half completed. In the event of a discount, the above amounts are reduced proportionally. Especially in the case of a 20% discount, the above amounts are set at €264 (total amount), €150 (first installment - ??advance payment) and €114 (second installment).
Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


46, Kefallinias Str., 11251, Athens

  • dummy kedivim-opa@aueb.gr

  • dummy+30 210 8203 912

For the in Class programs:

  • dummydz@aueb.gr

  • dummy+30 210 8203 916, 912, 914

For the eLearning Programs:

  • dummysecretary@elearning.aueb.gr

  • dummy+30 210 8203 753

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