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Successful Sales
Successful Sales is a sales and marketing training course for capital market sales people. The focus is on acquiring sales skills for selling debt, equity and derivative instruments to an institutional client base. It aims to develop market-leading client acquisition and retention skills. The course covers both core telephone selling skills and client meeting skills. The course acknowledges the natural conflicts in the dealing room and the inter-dependency between sales, trading and new issues and its importance in delivering a strong Capital Markets performance. Knowing your customers and treating them fairly is a key concern.

This course is delivered on an in-house basis and targeted to suit a firms’ needs. In-house courses are an efficient way of training large groups of staff, as well as having a bespoke programme conducted which is tailored to the organisation’s requirements. Courses can be delivered at a time which fits in with the organisation’s schedule.

ICMA recommends a minimum of eight and a maximum of 20 participants for any in-house training course, in order to make the programme as interactive as possible.

To download the brochure, please click here.

Course Fees

Courses are priced on a per day rate rather than per delegate. The current cost is £5,000 per day, plus trainer expenses and VAT where applicable. Course fees are payable, in advance of the start date, by credit card (Visa, MasterCard) or on receipt of an invoice.

To book a course or if you have any queries, please contact a member of the ICMA Events team on +44 20 7213 0310.


“Our team was very satisfied with the course, and even today, weeks after attending the course, we are all still using the practical skills that we learnt on the course on a daily basis. The trainer’s teaching style was very good, integrating his experience and stories into the training.”
Damien Poelhekke, Rabobank International, Equity Sales

“I really enjoyed this course and the practical training was a lot of fun.  It was very valuable to listen to the recorded telephone audio and video presentations from everybody to learn how people interact with clients.”
Andrea Ridler, UniCredit Bank AG, Fixed Income Credit Sales


Fixed Income Certficate (FIC)