Psychology Of Selling
15-16 January 2025
6-7 February 2025
UPCOMING CLASS
15-16 January 2025
6-7 February 2025
OVERVIEW
This comprehensive course in the Psychology of Selling covers the psychological aspects of business-to-business technology sales, focusing on understanding customer behaviour and decision-making processes.
Throughout the programme, you will master the essential skills of customer segmentation in enterprise IT markets, examining how organisational cultures influence technology purchasing decisions. You'll develop expertise in analysing diverse customer profiles and understanding the complex dynamics of cross-cultural communication in global tech sales.
The course explores the psychological factors driving stakeholder behaviour within buying committees, helping you understand the interplay between technical and business perspectives. You'll learn to map decision-maker journeys and evaluate the impact of peer recommendations and industry trends on enterprise IT purchases.
Moving beyond theoretical frameworks, you'll gain practical experience in applying behavioural analysis methods to real-world technology sales data. The course emphasises both quantitative and qualitative approaches to understanding buyer motivation and purchase patterns in the B2B technology sector.
In the final phase, you'll examine critical variables affecting enterprise technology purchases, including budget cycles and risk assessment factors. You'll develop skills in synthesising multiple data sources to create predictive models and evidence-based recommendations for improving sales outcomes.
This course is ideal for B2B sales professionals in the technology sector who wish to enhance their understanding of customer psychology and improve their strategic approach to enterprise sales.
TARGET LEARNERS
This course is targeted at B2B sales executives, enterprise account managers, solution sales specialists, business development managers, and technical sales consultants, including other professionals looking to transition into one of these roles.
PRE-REQUISITES
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21 years and above
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At least one month work experience in a sales capacity
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Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
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At least a diploma or equivalent
Learning Outcomes
Analyse target customer profiles and cultural aspects in B2B IT sales to develop a comprehensive customer segmentation report.
Evaluate customer personas and behavioral influences in B2B IT sales to produce a detailed stakeholder impact analysis report.
Apply behavioral analysis methods to B2B technology sales data to create a comprehensive purchase pattern analysis report.
Analyze purchase behavior variables and research data to produce an evidence-based strategic recommendations report.
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Course Fee
S$1100 per participant (excl. GST)
Self-Sponsored
Course Fee
$1100 (Excl. GST)
50% funding by
SkillsFuture Singapore (Baseline)
$550
GST
$99
Amount Payable
$649
Eligible for SkillsFuture Credits
Up to 100% of Course Fee* Subject to SkillsFuture Credit Availability
*Singapore Citizens aged 25 and above can offset the course fee using their SkillsFuture Credit
*NTUC members enjoy 50% unfunded course fee support for up to $500 each year for courses supported under UTAP.
Company-Sponsored
Course Fee
$1100 (Excl. GST)
70% funding by
SkillsFuture Singapore
(Enhanced Training Support for SMEs)
$770
GST
$99
Amount Payable
$429
Additional Support via Absentee Payroll
$4.50/hr, capped at $100,000/enterprise / year
**SME Eligibility Criteria
- Registered or incorporate in singapore
- At least 30% local shareholding by singapore citizens or PRs
- Employment size of not more than 200 (at group level) or with annual sales
turnover (at group level) of not more than $100 million
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Eligible companies can also claim 90% out-of-pocket expense with SkillsFuture Enterprise Credit (SFEC)
Additional Notes:
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Lessons will be conducted in English. Participants are expected to be able to read and write in basic English.
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Participants are required to bring their own laptop that can connect to the internet for access to the online class and course materials.
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In line with our environmentally friendly practices, we will not be providing printed course materials to reduce paper waste.
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Upon successful completion of the course, the participant will receive a certificate issued by ClickAcademy Asia Pte Ltd.
Click here to read our Withdrawal & Refund Policy.
Disclaimer: ClickAcademy Asia reserves the right to change the course instructor without prior notice. The course instructor will be finalised and informed to the registered participants at least 1 working day before the course commencement date.
About The Instructor
ABOUT CLICKACADEMY ASIA
ClickAcademy Asia is a premier training academy focusing on executive education for professionals in the fields of digital marketing, sales & marketing, and communications.
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ClickAcademy Asia training covers Singapore, Malaysia, Indonesia, Vietnam, India, Thailand, Australia and Hong Kong. The academy has conducted digital marketing workshops for participants from over 30 countries worldwide. To date, ClickAcademy Asia has trained over 13,000 PMEBs (professional, managers, executives and businessmen) and 6,000+ local and global companies (including NGOs and Government agencies).
ClickAcademy Asia was established in the year 2011. The academy is the leading practitioners’ digital marketing academy and is also the official Google Partner Academy in Singapore and Malaysia.
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The academy provides training and certification on Google Ads, Google Analytics, Mobile Advertising and YouTube Video Advertising. ClickAcademy Asia is also the training provider for the Go Global programme led by Google (2015-2018), 2017 Google Ignite (Malaysia) , Google Elevator (Singapore and Malaysia) program and 2019 Mahir Digital Bersama Google (Malaysia).