B2B Sale Process

375,00  (fără TVA)

Selling to organizational clients can be a tough mission. Unlike the vast majority of purchases form the retail area, the process is complex and long lasting.

Where – Calea Griviței no. 6-10, ground floor, Sector 1, Bucharest
When – the is no session scheduled yet
Period– 2 days

This program can also be delivered in-house (personalized for a group of participants from your company). Send us the details by accessing the registration button below.


Alin Gherman, EMBA

With an experience of 15 years in top management and sales in Romania and CEE, Alin worked both in multinational and entrepreneurial organizations (DHL, P&G, Holdman, Babel Communications, DPD, Nobel Romania). He holds classes in sales, marketing, merchandising, leadership, presentation techniques, customer care, design thinking.

  • Alin Gherman, EMBA

    Alin Gherman, EMBA

    Vânzări, Marketing, People management, Abilități de prezentare, Problem solving, Design thinking

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    Your place to grow!

B2B selling to organizational clients can be a difficult mission. Unlike the vast majority of purchases form the retail area, the process is complex and long lasting. Beside the mastering of sales abilities, you’ll need consultancy and negotiation skills, also knowing the product, market and client-company deeply. Sale becomes a complex process and the client – a long-term partner.

This focused and interactive B2B sales program is designed for sales consultants that want to develop better relationship with clients, skills and efficiency in sales. With help from simulations, role-playings and exercises you will learn, throughout the 2 days, new strategies and B2B sales techniques – with immediate impact over the sales amount, regardless of the types of solutions that you promote.

This course is dedicated to:

  • Sales consultants from any type of organization, in charge of complex sales;
  • Managers outside the sales department that want to understand the advisory sales process;
  • Entrepreneurs.
  • The course’s approach is unique, by using concepts like “zoom in”, “flight plan”, “the three P’s” etc., that propose changing the old paradigm, aiming to present the sales process in an original and constructive way;
  • The applicability of the course is immediate, as the information and new skills can be put into practice starting with the second day.


  • Paradigm shift – The seller in the 21st century;
  • What changed? What hasn’t changed?
  • What can we do?
  • The 7 guiding principles model;

The purpose principle (goal setting)

  • Setting and achieving goals:
    – “Zoom in” long term vision, objectives, specific actions;
    – The principle of SMART objectives;
    – “Flight plan” dynamic management of long-term objectives;
    – 8 common mistakes in achieving the objectives;
  • from know-how to applied aptitude;

“People won’t care how much you know until they know how much you care” Relationship Principle:

  • Communicate assertively with your clients/ Active listening;
  • How to ask questions to explore customer needs, influence and challenge customers;
  • Non-verbal communication;
  • Personality traits and communication styles; how to manage relationships with diverse personality types;
  • Reality vs. Perception;

“It’s not magic – it’s engineering” (Sales as a process):

  • What is and what it’s not the “sale”;
  • Do you want 100% out of the sale process?
  • Process construction and optimal sequentiality.

The principle of the 3 P’s (Preparation Precedes Performance):

  • The principle of the 3 P’s and not planning risks;
  • Goals set/ Visit planning;
  • Client profile determination;
  • Territory and personal activities management;
  • Preparation of the presentation.

Listen to WII FM:

  • What the seller sells and what the customer buys;
  • Characteristics – Advantages – Benefits;
  • Offer positioning;
  • Performances and differences vs. Needs and wishes;

“We love to buy, we hate to be sold something” – building a successful presentation:

  • Types of presenting, efficient methods? (pros and cons);
  • The basic principles when building a presentation;
  • Key concepts for success in sales;

“Action beats inaction.”

  • The sales funnel;
  • The 4 primary fears of humans;
  • Surpassing mental barriers;


EXEC-EDU certificate.

  • 375 EUR (VAT not included)

Do you have any questions?

Don’t hesitate to call or write us, full details can be found in the Contact section.


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Your place to grow



Tip de program

We train skills


Entrepreneur, Middle management


Alin Gherman, EMBA


EXEC-EDU certificate

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