The Strategic and Breakthrough Selling Workshop

Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 3,900

Overview

This sales course goes far beyond the transfer of information by enhancing core competencies in both functional and interpersonal areas. Its main purpose is to drive significant improvement in salesforce performance by addressing the selling skills, communication practices, and the ability to adapt different selling styles to meet customers’ requirements.

Learning Objectives

• Identify the changing strategic and operational demands on the sales function and enhance the required knowledge and skills
• Devise sales strategies based on the understanding of the different selling modes to manage and suit the customers’ buying process
• Follow various forecasting models to better handle internal and external customers’ expectations
• Apply the top thirteen negotiation tactics after mastering them to handle difficult sales negotiations
• Use Key Performance Indicators (KPIs) and balanced scorecards to monitor sales growth and performance
• Manage and control the customer’s life cycle for better retention and loyalty purposes

Who Should Attend

Sales reps, sales supervisors and managers, and account managers who would like to master tactics, selling modes, and sales performance issues that are the foundation of successful modern selling. The course is also beneficial for people who are involved in commercial activities at all levels of the organization. Target Competencies Assessing salesforce strengths and weaknesses Selling Forecasting Sales planning Handling difficult sales negotiations Writing business proposals

• Target Competencies
• Assessing salesforce
• Selling
• Forecasting
• Sales planning
• Handling difficult sales negotiations
• Writing business proposals

Course Outline

Day 1 — Selling in the New Millennium

• The new selling landscape
• Evolution of personal selling
• The new sales competencies
• The new sales rep profiles

Day 2 — Emerging Selling Modes

• It is not what you sell, it is how you sell
• Mastering the selling process (a value based approach)
• The anatomy of different emerging selling modes: Transactional selling
• Consultative selling

Day 3 — Breakthrough Sales Negotiation

• Negotiation versus persuasion
• The critical rules of negotiation
• Preparing the 'negotiation envelope' and mastering the 'rule of halves'
• Concession management

Day 4 — Monitoring Sales Performance and Growth

• Setting sales metrics and KPIs
• Aligning the sales plan with KPIs
• Using a balanced scorecard to monitor performance
• Workshop: preparing your own balanced scorecard

Day 5 — Managing the Customer Life Cycle and Retention

• Understanding the customer life cycle and calculating its value
• The importance of learning different buyer behaviors
• How to deal with buyer behavior styles
• A roadmap for building customer loyalty and retention

Accreditation

Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.

Dates & Venues

Dates	Venue	Delivery	Duration	Fee (USD)
15–19 November 2026	Riyadh, KSA	Public	5 days	3,900

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Frequently Asked Questions

What do Al-Khobraa sales and marketing courses cover?

The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.

Who should attend a sales and marketing course?

These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.

How long are sales and marketing courses, and where are they held?

Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.

What certificate will I receive?

Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.

Can sales and marketing training be delivered in-house for our team?

Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.

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