Principles of Professional Selling

Program Description

Thousands of salespeople have prospered by attending AMA’s most popular professional sales training seminar.

No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.

Go through the entire sales process and discover the most modern sales methods today—consultative/solutions selling. You’ll leave this professional sales training workshop better equipped to develop presentations that meet your clients real needs…create a specific sales plan to achieve your sales goals…influence the right buyers and close the sale with ease.

How You Will Benefit

  • Develop a master plan to manage the sales process
  • Win the confidence and trust of prospects by learning as much as possible about their needs
  • Successfully sell on a consultative level, using effective interviewing techniques
  • Effectively communicate your product/service superiority
  • Build long-term sales relationships by offering solutions
  • Uncover customer resistance and overcome objections
  • Know when—and how—to close the sale
  • Productively manage your time and territory

Who Should Attend

Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to learn professional sales training techniques to train salespeople.

Note: This course is not for novices; see seminar # 5510 Fundamental Selling Techniques for the New or Prospective Salesperson.


  • Planning: using competitive analysis to gain more business
  • Matching your sales approach to the personality style of your customer
  • Becoming a problem solver: supplier-based selling vs. selling a solution
  • Developing new business while maintaining existing account
  • Managing key-account and key-prospect relationships

Locations, Dates & Pricing

# Location Date(s) List Member

Chicago IL

Summit Executive Centre
08/12/2019 - 08/14/2019 $2445 $2195 Register

New York NY

AMA New York Center
09/18/2019 - 09/20/2019 $2445 $2195 Register

Houston TX

Norris Conference Center
09/23/2019 - 09/25/2019 $2445 $2195 Register

San Francisco CA

AMA San Francisco Center
10/14/2019 - 10/16/2019 $2445 $2195 Register

Atlanta GA

AMA Atlanta Center
10/28/2019 - 10/30/2019 $2445 $2195 Register

Chicago IL

Summit Executive Centre
11/13/2019 - 11/15/2019 $2445 $2195 Register

Arlington VA

AMA Washington Area Center
12/16/2019 - 12/18/2019 $2445 $2195 Register

New York NY

AMA New York Center
02/05/2020 - 02/07/2020 $2445 $2195 Register

Chicago IL

Summit Executive Centre
02/10/2020 - 02/12/2020 $2445 $2195 Register

Dallas TX

03/11/2020 - 03/13/2020 $2445 $2195 Register

San Francisco CA

AMA San Francisco Center
03/30/2020 - 04/01/2020 $2445 $2195 Register

Atlanta GA

AMA Atlanta Center
04/08/2020 - 04/10/2020 $2445 $2195 Register

Prices are subject to change without notice. Discounts apply for groups of three or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.

If this course or the dates/locations listed do not have what you are looking for, then contact us and we will find it for you right away. It will save you a lot of time and energy finding it yourself.

AMA's Main Conference Centers

Seminars scheduled for the cities below are held at the locations listed. For location information for other cities in which AMA seminars are held please call or email for information.
  • New York

    AMA executive Conference Center
    1601 Broadway New York, NY 10019
    American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.

  • Chicago

    AMA executive Conference Center (adjacent to the Marroitt O'Hare)
    8655 West Higgins Rd
    Chicago, IL 60631

  • San Francisco

    AMA executive Conference Center (located in San Francisco Marriott Hotel)
    55 Fourth Street 2nd Level
    San Francisco, CA 94103

  • Atltanta

    AMA Executive Conference Center
    1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
    Atlanta, GA 30309

  • Washington D.C.

    Arlington, Virginia
    2345 Crystal Drive, Suite 200
    Arlington, VA 22202

Register Now

Your Satisfaction Guarantee:

We stand behind our seminars with a 100 percent, iron-clad, money-back guarantee of satisfaction. If for any reason you’re not completely satisfied with the solid skills, the tips, tools and shortcuts, and the crucial information you receive during this workshop, we’ll refund your money in full. Every penny. Guaranteed!

Program Details

Hosted By
  • Seminar Number:


  • Length:

    3 Day(s)

  • Program Hours:

    Registration begins at 8:30 a.m.

  • CEU Credits:


  • Lunch:

    Lunch is on your own.

  • Continuing Education:

    Continuing education credits may be recognized by your professional board. Contact your own board to find out what's required.

Bring a seminar to your site!

For information about bringing a course to your site please call 919-480-2550 or email the registry at