Personal Sales, Client Retention and Customer Recovery

Place: Online

Duration: 2 hours Classroom (online) plus 2 hours Questions & Answers (Q&A)

Date/Time: on request, Monday to Friday, between 08:00 and 17:00 CET.

• Customers complain about (in their opinion) a poor company performance
• Competition and customer expectations are constantly changing
• The internal organisation of the company and the associated organisational and 
technical activities are constantly changing as well, e.g. the introduction of an on-site 
electronic data collection by the sales representatives. 

Learning Objectives:
• Confident, positive and customer-friendly appearance and communication
• Recognizing and interpreting customer buying signals
• Submitting corresponding solutions and sales proposals in a timely fashion
• Applying the FAB formula in Sales: Features (product characteristics), advantages 
(advantages of these characteristics), benefits (benefits for the customer)

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