Sales skills are distinct from product knowledge and customer service although these are both vital ingredients to a successful outcome.

Sales skills are often taught in a classroom setting as the customer interaction is an important element, however, there is a role in this area for e-learning.

E-learning is effective in teaching learners:

• the approach to be used
• how to structure a sales conversation
• the question styles to use
• identifying buying signals
• how to close the sale

Scenarios can be constructed using decision trees enabling the learner to choose their next response at each stage of the process. Realism can be added using photographs with audio or video depending on budget.

Using an e-learning resource prior to classroom training will ensure that students are equipped with the skills enabling more effective role-play.