HRD Corp Claimable Course
Two ways to take this course
In-house for Your Team
Tailored to your cases, at your premises or ours. It is an HRD Corp Claimable Course (SBL-KHAS).
Get a QuoteAlso available as private 1-to-1 coaching. Ask about coaching
Also available live online on MS Teams or Zoom.
What you will be able to do
- Differentiate products and customer requirements
- Discover and propose product fit to customer needs
- Manage customer responses and objections
- Ask for the order and close the sale
Who should attend
Sales teams and pre-sales teams who want to learn interpersonal selling: matching customer needs to products and services, managing customer responses and objections, and closing the sale. Participants are coached by the trainer in a workshop setting and do role plays with group evaluation.
Pre-requisites: SPM, diploma or degree holder
Class in action
Programme by day and module
Day 1
9.00am to 12.30pm
Module 1 · Product Differentiation and Customer Fit
Participants learn about the three aspects of a product or service, how to differentiate these aspects and how to use them in sales conversations. They learn to show how these product aspects fit customer needs.
- The sales process and product customer fit Lecture
- Listing the customer decision journey and their WIIFM Workshop
- Explaining the product fit to customer needs Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 2 · Product Presentation Skills
Participants learn how to present the product to the customer and fit it to customer needs. They learn how to use sales probes to propose and match customer needs, and how to use sales tools for effective engagement.
- Product presentation skills Lecture
- Creating the product presentation conversations with AIDA Workshop
- Role playing product presentation conversations Group Activity
Day 2
9.00am to 12.30pm
Module 3 · Handling Customer Responses and Objections
Participants learn how to practise active listening and how to differentiate customer responses and objections. They learn how to respond to clarify, rather than react to customer statements, and how to manage these conversations.
- Customer responses and objections Lecture
- Listing common customer responses and objections Workshop
- Role playing handling responses and objections Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 4 · Closing the Sale
Participants learn a variety of sales closing techniques, how to ask for the order and how to manage the conversation to a close. They practise the ABC technique of closing the sale.
- Sales closing techniques Lecture
- Creating the sales closing conversations Workshop
- Role playing sales closing conversations Group Activity
How the course runs
Before
Training Needs Survey
During
Training: practice on your own work
After
- Learning Assessment
- Post-Training Implementation Plan
- Course Evaluation (TEE)
- Certificate
What Is Included
- Course handbook for every participant
- Workshop activities, guided and coached by the trainer
- An assessment test at the end of each module
- Your contribution and reflection in the group activities are evaluated
- HRD Corp Training Effectiveness Evaluation (TEE) feedback after the course
Certificate
- Certificate of Attendance: for every participant who attends at least 75% of the course and scores below 50% in the assessment.
- Certificate of Achievement: for participants who attend at least 75% of the course and score 50% to 79% in the assessment.
- Certificate of Competency: for participants who attend at least 75% of the course and pass 80% of the assessment.
Trainers
What participants say
Role play activity as it help me to identify on mistakes I should avoid, be corrective, with proper sales pitching and sales probing technique.
The role play enables me to look at my own mistakes clearly to enhance my skills.
We got to do role play on the actual situation and learn how to handle the situation
Fees and HRD Corp funding
- Public class: RM 3,500 per person
- In-house and group fees: quoted for your team size and dates.
Employers registered with HRD Corp can claim this course against their levy. How claiming works
Frequently asked questions
Who should attend Interpersonal Selling Skills?
Sales teams and pre-sales teams. Participants should hold SPM, a diploma or a degree.
How long is the course?
2 days (14 hours), 9.00am to 5.00pm each day, with a lunch break from 12.30pm to 1.30pm.
Is this course an HRD Corp Claimable Course (SBL-KHAS)?
Yes. It is an HRD Corp Claimable Course (SBL-KHAS). Employers registered with HRD Corp can claim it against their levy.
Can we run it in-house or online?
Yes. You can run it in-house at your premises or ours, join a public class in Petaling Jaya, take it as private 1-to-1 coaching, or attend live online on MS Teams or Zoom.
How much does the public class cost?
RM 3,500 per person. In-house fees are quoted for your team size and dates.
What certificate do participants receive?
Every participant who attends at least 75% of the course gets a certificate. The assessment score sets the certificate: Certificate of Attendance (below 50%), Certificate of Achievement (50% to 79%) or Certificate of Competency (pass 80% of the assessment).
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Get a Quote
Tell us your team size, preferred month and location, and we will send a quotation.