Selling isn’t about pushing products—it’s about people. This course lays the groundwork for a successful career in personal selling. Whether you’re new to sales or looking to build stronger customer relationships, you’ll gain a solid grasp of the full sales cycle, communication strategies, and buyer psychology. You’ll also learn how technology and information shape modern sales success.
Understand Personal Selling
Engage with Customers
Influence Buying Behaviour
Build Lasting Relationships
Sales is no longer just about pitching a product. It’s about connection, communication, and understanding customer needs.
Here's What You'll Learn
Introduction to Personal Selling
Understand the history, purpose, and value of personal selling—and why it's still essential today.
The Selling Cycle
Learn each step: prospecting, planning, presenting, closing, and following up, with a focus on both consultative and direct selling methods.
Sales Communication Skills
Develop verbal, non-verbal, written, and adaptive selling communication strategies that connect with today’s customers.
Social & Digital Selling
Use modern platforms and tools to connect with prospects and support your sales outreach.
Influencing Customer Behaviour
Discover how buying decisions are made and how to tailor your approach to different types of customers.
Sales Knowledge & Professionalism
Build your sales acumen, improve your confidence, and learn how to continuously grow your knowledge base from the right sources.
Who Should Enrol?
Newcomers to Sales – Get a strong foundation if you’re exploring a new career in personal selling.
Entry-Level Salespeople – Understand the structure and strategic impact of sales to sharpen your approach.
Aspiring Sales Professionals – Learn the skills and mindset needed to succeed and grow in the sales field.
Marketers – See how sales works hand-in-hand with marketing to support customer acquisition and retention.
Why Choose This Course?
Build a Real Sales Foundation
Gain essential knowledge and confidence to start or strengthen your sales journey.
Improve Communication
Learn to communicate effectively with customers — whether in person, online, or in writing.
Understand Buyer Psychology
Adapt your approach based on customer motivation, behaviour, and decision-making.
Apply Sales Knowledge
Become a better-informed, more capable salesperson with skills that grow your value.
Read This Course's Success Stories
Want to turn potential into performance?
Start your journey into the world of professional selling today.
Useful links
Contact Us
- (+27) 11 628 2000
- membership@imminstitute.co.za
