In today’s professional landscape, sales is a fundamental skill across all roles - not just for those in dedicated sales teams. Whether you engage with customers, colleagues, or leadership, effective relationship management is essential to driving outcomes and building trust.

Contrary to common perception, sales is not about persuasion - it is about preparation and active listening. Successful professionals understand their value proposition, identify customer needs, and apply customer relationship management strategies to align solutions effectively. This approach forms the foundation of strong, long-term relationships and sustainable business success.

At its core, sales and relationship management are built on two essential capabilities:

1. Preparation

2. Listening

This course provides a structured introduction to sales, relationship management, and their importance across industries such as banking, services, and B2B sales. It is designed to help you develop a customer-centric mindset, improve sales performance, and strengthen long-term client relationships.

Course Structure

Section 1 & 2: Sales Fundamentals

These sections focus on building a strong foundation in sales management and sales operations, covering:

• Understanding what sales truly means and your role within it

• Developing the right mindset and essential sales skills

• Defining your unique selling proposition

• Identifying market opportunities and conducting competitive analysis

• Understanding the sales process and leading effective sales meetings

• Applying closing techniques, pricing strategies, and negotiation approaches

• Measuring performance using key sales metrics and success indicators

Section 3: Relationship Management

This section focuses on customer relationship management and long-term value creation, including:

• Understanding relationship management in business and its evolving role

• Why customer relationship management (CRM) is critical across industries

• Building strong internal and external relationships

• Applying effective CRM strategies to manage long-term expectations

• Managing difficult or negative relationships with structured approaches

• Implementing best practices for sustaining and growing relationships

Why This Course Matters

Strong sales and relationship management skills are essential for business development, customer experience management, and revenue operations. These capabilities enable professionals to build trust, communicate effectively, and deliver value across all interactions.

This course equips you with practical tools and proven techniques to enhance your sales performance, improve customer relationships, and succeed in a wide range of professional environments.

More about this course and Starweaver

This course is led by a seasoned customer services and sales executives with many years of hands-on, in-the-trenches sales, customer relationship management, business development, and marketing work. It has been designed, produced, and delivered by Starweaver. Starweaver is one of the most highly regarded, well-established training providers in the world, providing training courses to many of the leading financial institutions and technology companies, including:

Ahli United Bank; Mashreqbank; American Express; ANZ Bank; ATT; Banco Votorantim; Bank of America; Bank of America Global Markets; Bank of America Private Bank; Barclay Bank; BMO Financial Group; BMO Financial Services; BNP Paribas; Boeing; Cigna; Citibank; Cognizant; Commerzbank; Credit Lyonnais/Calyon; Electrosonic; Farm Credit Administration; Fifth Third Bank; GENPACT; GEP Software; GLG Group; Hartford; HCL; HCL; Helaba; HSBC; HSBC Corporate Bank; HSBC India; HSBC Private Bank; Legal & General; National Australia Bank; Nomura Securities; PNC Financial Services Group; Quintiles; RAK Bank; Regions Bank; Royal Bank of Canada; Royal Bank of Scotland; Santander Corporate Bank; Tata Consultancy Services; Union Bank; ValueMomentum; Wells Fargo; Wells Fargo India Solutions; Westpac Corporate Bank; Wipro; and, many others.

Happy learning.