Course Information

Effective Sales Process

This program helps teams standardize the steps from prospecting and need discovery to solution presentation, closing and post-sale customer care.

Facilitator coaching communication skills for corporate management teams

Facilitator presenting in a training class

Participants joining a training activity

Discussion in a corporate training program

Overview of an in-house corporate training class

Facilitator guiding participants through practice

Group activity during the training course

Group photo of participants at the end of the course

Table of Contents

Course Introduction
Learning Objectives
Target Participants
Course Content
Training Methodology
Class Information
Materials & Certification
Training Faculty
Masterskills Capability Profile
Representative Clients

1. Course Introduction

Effective Sales Process is designed for organizations that need a practical and consistent approach to effective sales process management. The course links business context, people capability and daily work practices so participants can apply what they learn immediately.

The program focuses on overview of an effective sales process, identifying customers and preparing for sales and approaching customers and discovering needs, then guides participants through practice, discussion and application planning.

Through case studies, group discussion, role play and facilitated exercises, participants develop a shared language, practical tools and concrete actions for improving performance after the program.

2. Learning Objectives

Understand the role, principles and business relevance of effective sales process management.
Apply structured tools and methods related to identifying customers and preparing for sales.
Practice communication, analysis and decision-making techniques in realistic workplace situations.
Identify common challenges, risks and mistakes when applying effective sales process management at work.
Build practical solutions and action plans for individual, team and organizational application.
Measure learning outcomes and sustain improvement after the training program.

3. Target Participants

Sales representatives and business development staffDirectly approach customers, discover needs and present solutions.
Account managers and customer-facing employeesNeed to communicate value and handle customer responses professionally.
New sales employeesWant to build confidence and a practical foundation for customer conversations.
Sales supervisors and team leadersNeed to coach teams and standardize sales communication quality.

4. Course Content

MODULE 01 Overview of an Effective Sales Process

Key concepts and business relevance of overview of an effective sales process.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Application points for transferring overview of an effective sales process into daily work.

MODULE 02 Identifying Customers and Preparing for Sales

Key concepts and business relevance of identifying customers and preparing for sales.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Application points for transferring identifying customers and preparing for sales into daily work.

MODULE 03 Approaching Customers and Discovering Needs

Key concepts and business relevance of approaching customers and discovering needs.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Application points for transferring approaching customers and discovering needs into daily work.

MODULE 04 Presenting Solutions and Handling Refusals

Key concepts and business relevance of presenting solutions and handling refusals.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Application points for transferring presenting solutions and handling refusals into daily work.

MODULE 05 Closing Sales and Negotiating Terms

Key concepts and business relevance of closing sales and negotiating terms.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Application points for transferring closing sales and negotiating terms into daily work.

MODULE 06 Post-Sale Care and Process Improvement

Key concepts and business relevance of post-sale care and process improvement.
Common challenges, risks and mistakes in real workplace application.
Practical frameworks, checklists and tools for implementation.
How to analyze the current situation and identify improvement priorities.
Techniques for communication, facilitation and stakeholder alignment.
Case discussion based on realistic corporate scenarios.
Individual or group exercise to apply the module tools.
Final action plan for applying the course after training.

5. Training Methodology

Classes are organized in small groups with a learner-centered approach. The facilitator provides concise input, then leads discussion, situational practice, feedback and lesson consolidation so participants can turn knowledge into applied behavior.

Group Discussion Individual Exercises Group Presentation Brainstorming Techniques Practice with the Facilitator Experiential Project In-Class Activities Role-Play Activities Class Presentation

6. Class Information

Expected Opening Date	Schedule	Class Time	Location	Tuition Fee	Register
Updating	Saturday – Sunday	08:30 – 16:30	Ho Chi Minh City	4.500.000 VND	Register
Updating	Monday – Thursday	18:00 – 21:30	Ha Noi	4.500.000 VND	Register

Uu dai 10%: register before 15 ngay, nhom from 3 participants or customers than thiet.Reserve a Seat

Note: The opening schedule above is tentative and may be adjusted depending on registration numbers, class delivery conditions and the actual training plan. Masterskills will confirm the official schedule with participants before the opening date.

Duration: 2 days / 4 sessions; maximum 35 participants per class.
Ho Chi Minh City: 224 Dien Bien Phu Street, Ban Co Ward, Ho Chi Minh City.
Ha Noi: 51 Le Dai Hanh Street, Hai Ba Trung Ward, Ha Noi.
Corporate In-House Training: Delivered at the company office or factory; quotation is based on design scope, location and class size.
Additional Expenses: Facilitator travel and accommodation expenses are determined based on the delivery location, if applicable.

7. Learning Materials & Certification

Participants receive copyrighted course materials developed by Masterskills, practical handouts, self-assessment forms and reference materials aligned with business situations.

Copyrighted Course MaterialsStandardized content updated to match the course objectives.

Practical ToolsChecklists, handouts, feedback templates and personal action plans.Explore the Toolkits

Course Completion Certificate

Participants who meet attendance and practice requirements will receive a Masterskills certificate of program completion.

8. Training Faculty

Masterskills facilitators and experts have practical management, consulting and training experience in fields aligned with the program content.

MBA. Nguyễn Duy Kha

Business strategy and market development expert. Specialized in sales strategy, distribution channels, business management and execution leadership.

MBA. Lê Hoàng Quân

Strategic marketing and branding expert. Specialized in marketing strategy, brand management, communications and sustainable growth.

View Faculty Profiles

9. Masterskills Capability Profile

View Profile

Masterskills training capabilities, areas of expertise, delivery methodology and experience partnering with organizations.

Client Testimonials

“The Effective Sales Process course provides practical content, workplace-relevant practice activities and clear facilitation. The facilitator helps participants use appropriate tools, analyze cases and develop action plans that can be applied at work after the program.”

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