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ISM Nivelul 3 pentru directori de vânzări și suport de vânzări

ISM Nivelul 3 pentru directori de vânzări și suport de vânzări

Preț obișnuit €3.645,00 EUR
Preț obișnuit Preț de vânzare €3.645,00 EUR
Vânzare Vândut
Taxă inclusă.
Detalii produs
Marca: ISM

Public: Reprezentanți de vânzări, Televânzări, Manageri de vânzări de zonă
Tip de abilitate: moale și greu
Tutor: Multiplu
Experiența tutorelui: +20 de ani de experiență în vânzări
Certificat: ISM International Sales and Marketing Diploma
Durata: 1 an
Sesiuni live de grup: 15
Sesiuni One2One Live: La cerere, câte este necesar

Prospectarea vanzarilor
Managementul timpului și al teritoriului
Conducta de vânzări
Comportamentul cumpărătorului și prezentări de vânzări
Vanzare Challenger

Încrederea în vânzări
Disciplina vânzărilor

Huburi de învățare
Diploma Internationala ISM

Vezi detalii complete


ISM Level 3, dedicated to Sales Representatives & Account Managers, is a specialized program designed to provide individuals in sales roles with the fundamental skills and knowledge needed to excel in their positions. This level focuses on developing the core competencies essential for success as a sales representative or account manager.

The program offers a comprehensive understanding of the sales process, emphasizing key techniques and strategies for building and managing customer relationships. Participants will learn effective communication skills, active listening techniques, and persuasive selling methods to engage with potential clients and address their needs.


+150 Countries Recognition

+100 Years Tradition

+40 Competencies

7 Levels

+70,000 Members Worldwide

ISM Courses are not just simple sales workshops, I would describe them rather as an experience which ay professional should have at least once in a lifetime. What did ISM mean to me in just a few words: 'Challenger Approach', negotiation and positioning techniques, methods to better understand our clients, new sales trends and last but not least the best community I've ever been a part of.

ISM 3 Student, IT Industry Sales Account Manager

  • Negotiations

    Negotiations are a critical component of the sales process, involving discussions and compromises between the buyer and seller to reach mutually beneficial agreements. Sales professionals must possess strong negotiation skills to navigate complex sales scenarios, address objections, and find win-win solutions. Effective negotiation techniques include active listening, problem-solving, maintaining a collaborative approach, and creatively exploring alternative options. Successful negotiations result in favorable terms, strengthened customer relationships, and increased sales effectiveness.

  • Challenger Sale

    Challenger Sale is a powerful competence within the Insight Sales Model. It focuses on challenging customer thinking and providing unique insights to reshape their perspective. Sales professionals utilizing the Challenger Sale methodology become trusted advisors who provoke customers to reevaluate their current practices and consider alternative solutions. By leveraging research and data-driven insights, they deliver customized solutions that address customers' pain points and drive successful sales outcomes.

  • Buyer Behaviour & Sales Presentations

    Buyer behaviour refers to the psychological, social, and economic factors that influence how individuals and organizations make purchasing decisions. Understanding buyer behavior is essential for sales professionals to effectively engage with customers and tailor their sales presentations. Sales presentations involve showcasing products or services, highlighting value propositions, addressing customer needs, and persuasively communicating the benefits of a solution. By aligning their sales presentations with buyer behavior, sales professionals can effectively influence purchase decisions and drive successful sales outcomes.

  • Customer Segmentation

    Customer segmentation involves dividing a market into distinct groups based on specific criteria, such as demographics, behaviors, needs, or preferences. Sales professionals use customer segmentation to better understand their target audience and tailor their sales and marketing efforts accordingly. By segmenting customers, sales professionals can create personalized messaging, develop targeted sales strategies, and deliver customized solutions that resonate with different customer groups.

  • Sales Pipeline

    The sales pipeline refers to the visual representation of the sales process, from prospecting to closing deals. It helps sales professionals track and manage their sales opportunities at different stages, providing visibility into the health and progress of their sales activities. The sales pipeline typically includes stages such as lead generation, qualification, proposal, negotiation, and closing. Managing the sales pipeline effectively allows sales professionals to prioritize activities, forecast revenue, and identify areas for improvement in the sales process.

  • Mental Agility

    Mental Agility is a crucial competence in sales that involves the ability to think quickly, adapt to changing situations, and make informed decisions. Sales professionals with mental agility can navigate complex challenges, handle objections effectively, and adjust their strategies in response to evolving customer needs. They possess a flexible mindset, embrace innovation, and are open to learning and incorporating new approaches. Mental agility enables sales professionals to thrive in dynamic environments and consistently deliver optimal results.





Case study


Work in small groups


Role play

Group coaching

Collaborative learning



Small group activities

Virtual Learning Environment 


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All ISM assignments are applied to your business. both on the long and short term.

Some assignments might take months to complete however once done they can be directly implemented as Company Sales Procedures and transforming your potential into results.