If you are looking for sales assistant courses online, BOTI’s one-day Sales Fundamentals course gives sales assistants and new sales staff a simple, repeatable sales process. It runs live online, in-house or at BOTI’s venue in Johannesburg. It is one of the practical courses in BOTI’s sales, marketing and customer care training courses.
The current course runs at your offices anywhere in South Africa, live online or at a BOTI venue. The course page has the up-to-date outline and group prices.
See the current courseGet a quote for your teamSee all Sales, Marketing and Customer Care courses
Learning on your own? Self-paced e-learning from R595 (excl. VAT) · Ask your employer to pay
Introduction: Sales Fundamentals Training Course
The idea of a sale is simple, but turning someone into a buyer can be complex. You have to show a person with a possible interest that acting on it is worth their time and their hard-earned money.
The Sales Fundamentals programme gives delegates a basic sales process and a set of practical sales tools they can use to close a deal, whatever the size of the sale. Delegates grow in confidence, learn to handle objections and learn when and how to close.
Who this sales course is for
The course suits people who sell but have had little or no formal sales training. Typical delegates include:
- sales assistants in retail stores, showrooms and trade counters;
- new sales representatives and junior account staff;
- telesales and inside sales staff who make warm and cold calls;
- customer service staff who are now expected to upsell or cross-sell;
- business owners and technical specialists who have to sell their own products or services.
Recommended Prior Experience and Knowledge: Sales Fundamentals Training Course
No prior sales experience is needed. The course is presented in English.
Outline: Sales Fundamentals Training Course
The course is delivered in-house at your premises, at BOTI’s venue in Sunningdale, Johannesburg, or live online. The programme outline covers the following components.
Component 1: Getting started
- Icebreaker activities
- Housekeeping and administration
- The parking lot (questions to return to later)
- Programme objectives
Component 2: Understanding the language of sales
- Types of sales
- Common sales approaches
- Glossary of common terms
Component 3: Preparing to make the call
- Developing possible solutions
- Identifying your contact person
- Doing a needs analysis
Component 4: Creative openings
- A basic opening for warm calls
- Warming up cold calls
- Using the referral opening
Component 5: Making your pitch
- Features and benefits
- Stating your unique selling position
- The question every customer wants answered
Component 6: Handling objections
- Common types of objections
- Basic techniques
- Advanced techniques
Component 7: Closing the deal
- Recognising when it is time to close
- Closing techniques that work
- Things to remember
Component 8: Following up
- Thank-you notes
- Resolving customer service issues
- Staying in touch
Component 9: Setting goals
- Why sales goals matter
- Setting SMART goals
Component 10: Managing your data
- Choosing a system that works for you
- Using computerised systems
- Using manual systems
Component 11: Using a prospect board
- The layout of a prospect board
- How to use your prospect board
- A day in the life of your board
Component 12: Wrapping up
- Words from the wise
- Review of the parking lot
- Key learnings
- Evaluations and action plans
What delegates will be able to do
By the end of the day, delegates should be able to:
- explain the main types of sales and choose an approach that fits the customer;
- prepare for a call or a store conversation by doing a short needs analysis;
- open warm calls, cold calls and referral conversations with confidence;
- turn product features into benefits the customer cares about;
- respond calmly to common objections such as price, timing and “I need to think about it”;
- recognise buying signals and ask for the sale;
- follow up, set SMART sales goals and keep track of prospects with a simple system.
Practical tips for sales assistants
Whether your team sells in a store, over the phone or online, the same basics apply:
- Ask before you tell. Two or three open questions about what the customer needs will tell you which product to show.
- Sell the result, not the specification. Customers buy what a product does for them. Link every feature to a benefit.
- Treat objections as questions. An objection usually means the customer needs more information or reassurance.
- Ask for the sale. Many sales are lost because nobody asked the customer to decide.
- Follow up. A short thank-you message or call builds repeat business and referrals.
Course duration and format
This is a one-day course. It is designed so that delegates apply what they learn straight away, with practical exercises built around the products and customers they deal with every day. For in-house groups, BOTI can tailor the examples to your industry.
Next steps after Sales Fundamentals
Once your team has the basics, these BOTI courses build on them:
- Overcoming Sales Objections Course, for staff who lose sales at the objection stage.
- Professional Selling Over the Phone Training, for telesales and inside sales teams.
- Retail Supervisor and Retail Selling Skills Short Course, for store-based sales assistants and their supervisors.
- Effective Sales Training, a two-day course for staff ready to go further.
If you need an accredited route, BOTI offers the National Occupational Certificate: Sales Representative (SAQA ID 121792). This is a QCTO occupational qualification at NQF Level 4[1], and the last date for enrolment is 30 January 2030[1]. It ends in an External Integrated Summative Assessment (EISA), and the QCTO issues the certificate.
Frequently asked questions
Can I do a sales assistant course online?
Yes. BOTI’s Sales Fundamentals course can be presented live online with a facilitator, so delegates can join from home, a store or the office. It can also run in-house at your premises or at BOTI’s venue in Sunningdale, Johannesburg.
What does a sales fundamentals course cover?
The course covers types of sales, preparing for a call, needs analysis, opening warm and cold calls, features and benefits, handling objections, closing, following up, setting SMART sales goals and tracking prospects with a prospect board.
Do I need sales experience to attend?
No. The course is designed for sales assistants, new sales staff and anyone who sells without formal training. It is presented in English.
Is the Sales Fundamentals course accredited?
No. It is a non-accredited professional skills programme, and delegates receive a BOTI certificate of attendance. If you need a formal qualification, ask BOTI about the QCTO National Occupational Certificate: Sales Representative.
Book or Obtain a Quote
We run this course for individuals and for company groups. Click the button to view the course and book, or request a quote for your team:
Or browse all our courses, run at your offices, online or at a BOTI venue:
OR
FOR CELL PHONES CLICK TO CALL
Or Email Us
[email protected]
To give your sales assistants and new sales staff a clear process they can use from the next shift, book the Sales Skills: Basic Training – Sales Fundamentals course. Call BOTI on 011 882 8853 or email [email protected]. Training runs in-house at your premises, at BOTI’s venue in Sunningdale, Johannesburg, or live online. This course is not accredited. It is delivered as a professional skills programme, and delegates receive a BOTI certificate of attendance.
Sources
- SAQA qualification record 121792: National Occupational Certificate: Sales Representative – South African Qualifications Authority (SAQA), 2026.
