Smart Selling 4.0: AI-Enhanced B2B Sales Mastery for Manufacturers & Wholesale Traders
In today’s global supply chain landscape, manufacturers and wholesale trading companies face increasing pressure to differentiate, shorten sales cycles, and win deals across competitive regional markets. Traditional sales methods—such as relying solely on trade shows, agents, distributors, or inbound enquiries—are no longer sufficient. Industrial buyers now conduct extensive online research, compare suppliers digitally, and form impressions long before speaking to a sales representative.
This 2-day, 14-hour program equips manufacturing, wholesale distribution, and technical sales professionals with an analytical, AI-powered sales approach designed for B2B environments involving engineers, procurement teams, distributors, service support, and other multi-stakeholder buyers. Participants will learn how to use AI to speed up prospect research, prepare for technical sales meetings, craft customised outreach for different buyer roles, analyse competitor offerings, and strengthen handling of cost, quality, lead-time, and closure objections.
Beyond tools and automation, the program reinforces consultative and collaborative
selling skills essential for complex B2B manufacturing and trade scenarios. Sales
teams will discover how to:
- Establish technical credibility on using AI Tools.
- Engage prospects and buyers in collaborative cycles that build trust.
- Convert digital interactions into high-quality business discussions, while
appealing to buyer concerns and motivations.
Participants will leave with a structured 90-day sales action plan to operationalise
AI-supported and digitally-enabled selling—helping their organisation compete more
eectively in regional and international markets.
Module 1: The Modern B2B Manufacturing Buyer
1. Understand how the industrial buying journey has changed and how decisions are made today.
2. Recognise the challenges of selling in complex B2B environments and the importance of digital credibility and collaborative relationship.
3. Develop a growth-oriented sales mindset focused on reliability, consistency, and long-term partnership.
Module 2: AI and LinkedIn for Sales Intelligence
1. Apply AI tools and analytic to interpret market signals and anticipate shifts in customer demand.
2. Evaluate buyer priorities and risks to strengthen collaborative engagement and sales relevance.
3. Leverage AI and LinkedIn insights to support account planning and tailor engagement strategies.
Module 3: AI and LinkedIn for Predictable Prospecting and Pipeline Growth
1. Develop a credible digital presence to build trust and collaborative credibility with buyers.
2. Apply AI driven analytics to prospect smarter with personalised outreach and meaningful conversations.
3. Implement structured engagement and follow-up strategies to secure quality appointments and grow the pipeline.
Module 4: Advanced Questioning Skills for Consultative Selling
1. Apply structured questioning techniques to uncover deeper buyer needs for collaborative conversation.
2. Use consequence-based questions to highlight the impact of buyer challenges and shape priorities.
3. Conduct discovery conversations to identify hidden drivers and navigate multiple stakeholder perspectives with collaborative influences.
Module 5: Communicating Value Proposition Convincingly
1. Communicate a clear value proposition that addresses concerns and demonstrates business impact.
2. Apply persuasive storytelling techniques supported by analytics to influence decision-making and move complex deals forward.
3. Build trust by addressing objections and positioning solutions as the most reliable choice, while reinforcing long-term collaborative partnerships.
Course fees before GST
Note that purchases of goods and services from GST-registered businesses will be subject to GST at 9% GST. The GST amount calculated will be based on full course fees.
It is recommended that participant meet the following:
- Minimum age requirement: 21 years old.
- Able to speak, listen, write, and read English with Numeracy skills at a minimum proficiency level 2 of the Employability Skills System (i.e., Workplace Literacy and Numeracy, WPLN).
- Possess Secondary School educational level qualification (O or N-Level).
- Minimum knowledge of data analytics required.
- At least 2 years relevant PMET experience.
1. All notice of transfer/withdrawal / deferment must be given in writing and submitted at least 2 weeks prior to course commencement.
2. An administrative fee of $60 (GST inclusive) will be imposed if notice is received less than 2 weeks.
3. If notice of withdrawal is received:
– At least 1 week before commencement of the course, a 20% of the full course fee will be charged. For government-funded course, a 20% of full course fee before funding will be charged.
– Less than 1 week before commencement of the course, a 30% of the full course fee will be charged. For government-funded course, a 30% of full course fee before funding will be charged.
– No show on the scheduled date, a full course fee will be levied. For government-funded course, a full course fee before funding will be charged.
4. For all government-funded programmes (WSQ & Non-WSQ), funding is only applicable to:
– Singapore Citizens or Singapore Permanent Residents.
– Participants who have achieved at least 75% attendance and passed all required assessments.
– Full course fee will be charged to participants who fail to meet the above-mentioned criteria.
5. Certificates or Statement of Attainment or Certificate of Attendance will only be issued to participants who have achieved 75% attendance and undergo assessment (if applicable).
6.When a course is cancelled, fails to commence or fails to complete under unforeseen circumstances, participant is allowed to defer the intake at no cost or withdraw from the course; under such situation, a full refund of the advance payment will be given.
7. Notice of change in participant’s name must be given in writing, no less than 5 days prior to course commencement.
8. SMF reserves the right to change the venue, cancel or postpone the event without prior notice and full refund will be given under such circumstances. Such modifications shall become effective immediately upon the posting thereof. Please approach your account manager for more queries.
9. SMF Centre for Corporate Learning Pte Ltd has a Data Protection Policy which provides more information about how we collect, use and disclose your personal data. Please click the link below to know more.
https://smfccl.sg/privacy/
1. The candidate has the right to disagree with the assessment decision made by the assessor.
2. When giving feedback to the candidate, the assessor must check with the candidate if he agrees with the assessment outcome.
3. If the candidate agrees with the assessment outcome, the assessor & the candidate must sign the Assessment Summary Record.
4. If the candidate disagrees with the assessment outcome, he/she should not sign in the Assessment Summary Record.
5. If the candidate intends to appeal the decision, he/she should first discuss the matter with the assessor/assessment manager.
6. If the candidate is still not satisfied with the decision, the candidate must notify the assessor of the decision to appeal. The assessor will reflect the candidate’s intention in the Feedback Section of the Assessment Summary Record.
7. The assessor will notify the assessor manager about the candidate’s intention to lodge an appeal.
8. The candidate must lodge the appeal within 7 days, giving reasons for appeal together with the appeal fee of $109.00 (inclusive of 9% GST).
9. The assessor can help the candidate with writing and lodging the appeal.
10. The assessment manager will collect information from the candidate & assessor and give a final decision.
11. A record of the appeal and any subsequent actions and findings will be made.
12. An Assessment Appeal Panel will be formed to review and give a decision.
13. The outcome of the appeal will be made known to the candidate within 2 weeks from the date the appeal was lodged.
14. The decision of the Assessment Appeal Panel is final and no further appeal will be entertained.
15. Please click the link below to fill up the Candidates Appeal Form.
