Theoretical & Practical
With role-plays and case studies.
The Theoretical & Practical format is a balanced programme in which the fundamental principles of sales are conveyed systematically, with each module then reinforced through role-plays, simulations and real cases. The participant learns both the 'why' and the 'how'.
Who is this format for?
- Teams wanting to learn sales methodology systematically
- The onboarding process for new sales representatives
- Technical teams who know the product well but lack sales technique
- Experienced salespeople wanting to improve their meeting dynamics
- Companies wanting training content to be permanently retained
What participants gain.
A balance between theory and practice (roughly 40% theory / 60% practice)
Self-assessment through video-recorded role-plays
Industry-specific case studies
A dynamic that encourages participants to learn from one another
Long-term retention of what has been learned
How the programme runs.
Conceptual foundations
A structured presentation on sales psychology, process management and customer behaviour.
Role-plays
Enactments based on different client profiles, followed by feedback sessions.
Case studies
Group resolution of cases brought by participants from their own industries.
Simulations
A full end-to-end sales process simulation, bringing together everything learned across all modules.
What you leave with at the end of the programme.
For individuals and teams wanting to establish their sales skills on a solid foundation, both conceptually and practically.
- Comprehensive participant workbook
- Video recordings of role-plays (upon request)
- Case study library
- Certificate of participation
Apply in this format.
Share your topic, preferred language and date window to send your request.