HTE411BKK
The Art and Science of Sales
Faculty
Robert Fishman
Business Development Strategist, President at Sandler - Hauppauge, NY - LDS
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
This course examines sales as both a strategic discipline and a fundamental driver of business success. By integrating behavioural science, communication theory, and data-informed decision-making, students develop a comprehensive understanding of the principles that underpin effective selling. Through foundational theory, applied exercises, and critical analysis, participants learn how to design customer engagement strategies, understand the sales process, and foster sustainable value creation in entrepreneurial and organisational contexts.
Learning highlights
- To build trust and rapport with prospects, fostering open communication
- To set clear, mutual agreements to align expectations
- To uncover the prospect’s true pain points using advanced questioning strategies
- To qualify opportunities based on willingness and ability to invest in a solution
- to identify, understand, and drive the decision-making process
- To present tailored solutions that directly address the prospect’s needs and wants
- To reinforce the sale post-close, ensuring satisfaction and building long-term relationships
Course outline
15 classes
Session 1
The Success Triangle
Session 2
The Buyer-Seller Dynamic
Session 3
Breaking Through Your Comfort Zone
Session 4
Initiating Buyer-Focused Conversations
Session 5
Creating Mutual Agreement
Session 6
Discovering Buyers’ Motivations
Session 7
Better Understanding through Asking Questions
Session 8
Understanding Investment Parameters
Session 9
Identifying the Decision-Making Process
Session 10
Communicating the Solution and Closing the Sale
Session 11
Understanding Your Communication Style as a Seller
Session 12
The Prospecting Mindset and Use of AI
Session 13
The Psychology of the Sale
Session 14
Final Exam: Situation Simulation (Role Play)
Session 15
Final Exam: Situation Simulation (Role Play) and Course Wrap-up, Lessons Learned
Prerequisites
Students are required to enrol in the Essentials Certification as part of this programme. It is accessed through a licence on the portal www.learn.sandler.com. There are short quizzes at the end of each of the ten online chapters. A final exam is available upon completion of all modules. Students will receive Sandler Essentials Certification as part of this programme.
Methodology
The learning format will include lectures based on a course textbook, exercises, and role-play practice. Each session will conclude with lessons learned, action steps, and key takeaways. These will be reinforced in the subsequent session as a “rapid review” to support continued learning and mastery of key selling concepts. The course will conclude with each student presenting a live sales opportunity in front of their peers. The specific sales situation will be the same for all students to ensure a common process. This format is the First Seven Minutes of the Sales Call.
Grading
Drawing on over 35 years of business ownership, Rob Fishman is President of Sandler, a Metro NY–based company that focuses on executive sales leadership, sales management, and the sales process itself. He has coached, trained, and mentored sales and sales management teams, in addition to executive sales leaders, on the Sandler methodology, helping his clients extract the growth and profitability they are seeking.
Rob possesses a varied business and management background in his years as a business owner. In his many years at the helm of his company, Rob was a member of an executive peer-accountability group with an intense focus on strategic planning, leadership, marketing, management, as well as sales development.
See full profileApply for this course
The Art and Science of Sales
by Robert Fishman
Total hours
45 Hours
Dates
Apr 27 - May 15, 2026
Fee for single course
€1500
Fee for degree students
€750
How to secure your spot
Complete the form below to kickstart your application
Schedule your Harbour.Space interview
If successful, get ready to join us on campus
FAQ
Will I receive a certificate after completion?
Yes. Upon completion of the course, you will receive a certificate signed by the director of the program your course belonged to.
Do I need a visa?
This depends on your case. Please check with the Spanish or Thai consulate in your country of residence about visa requirements. We will do our part to provide you with the necessary documents, such as the Certificate of Enrollment.
Can I get a discount?
Yes. The easiest way to enroll in a course at a discounted price is to register for multiple courses. Registering for multiple courses will reduce the cost per individual course. Please ask the Admissions Office for more information about the other kinds of discounts we offer and what you can do to receive one.