The Art of Professional Selling

Register 5 weeks in advance and get an early bird discount of 10%


The Professional Selling and Sales Management course is designed to empower sales professionals with a comprehensive understanding of the sales process, from customer portfolio analysis to closing deals. Over two days, delve into key aspects of professional selling, including understanding customer needs, developing customer-centric value propositions, effective questioning tactics, lead generation and qualification, objection handling, and closing techniques. This course will equip you with the knowledge and tools necessary to drive sales success and achieve remarkable results.

Who should attend?

This course is suitable for sales professionals, account managers, business development executives, and individuals involved in sales and client relationship management. Whether you are new to sales or seeking to enhance your selling skills, this course offers valuable insights and practical techniques to excel in professional selling and sales management.

Program Objectives

  • Understand customer portfolio analysis and its role in effective sales management.
  • Develop customer-centric value propositions to enhance sales effectiveness.
  • Master questioning tactics to uncover and address customer needs.
  • Learn lead generation and qualification strategies to drive sales growth.
  • Acquire objection handling techniques to overcome customer concerns.
  • Explore effective closing techniques to seal the deal and achieve successful outcomes.
  • Create an action plan to implement best practices and elevate your sales performance.


Prof. Deva Rangarajan is a marketing expert and Professor of Marketing at IESEG School of Management in France. With a PhD in Marketing from the USA, his primary research areas focus on B2B Industrial Marketing, Sales Force, and Key Account Management.

He has taught at Vlerick Business School, Ghent University and Ball State University. The list of multinational companies he has worked with include Iveco, ArcelorMittal, Atlas Copco, Schneider Electric, Siemens, Philips, Johnson and Johnson, ING, BNP Paribas Fortis, etc.

How to finance your training

Financial support from the State 

Luxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognized as a continuing education organization. As a result, your company can benefit from financial aid from the Luxembourgish state for the training of its employees.

For more information, please follow this link

Tax Deductibility for individual

Any taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from his taxable income from the salaried occupation. Further training expenses which are related to the taxpayer’s current activity fall within the scope of the acquisition costs of article 105 of the ITA and are therefore deductible from taxable income.

For more information, please follow this link


Upon completion of the course, you will receive a certificate to add to your CV and LinkedIn profile.


Julien Alves
Executive Education Program Manager
Phone: +352 26 25 89 80
Mobile: + 352 621 659 555
LinkedIn Profile

Whether you are leading an organization, managing a team or interested in advancing in your career, the Weekend MBA help you achieve your career expectations.


+352 26 25 89 80

46 Côte d'Eich, 1450 Luxembourg


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