Global

Preparing and running the customer visit: First meeting, rapport and call structure for field sales

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 11 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
At onboarding for field sellers
Last reviewed
21 Oct 2026
Reading the room, interruptions and difficult starts
What would you do?

The customer says "I only have five minutes"

Try it: this is one of 18 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Scenario, process, accordion, tabs and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 10 slides
  • Quiz, poll, word cloud, scale slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 373.0Achieve ≥ 80% on the final assessmentn/aWhole course
SO 373.1Prepare a visit with a goal, research and the questions you will ask + your infoOrganisation's call-planning templateWhole course
SO 373.2Open a meeting and build rapport in the first minutesBest practiceWhole course
SO 373.3Structure a visit as agenda, discovery, proposal and next stepBest practiceWhole course
SO 373.4Read the room, adapt to the customer and handle interruptions or a difficult startBest practiceWhole course
SO 373.5Record the visit and follow up within the organisation's standard + your infoOrganisation's visit standardsWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 11 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Preparing the visit: goal, research and the questions you will ask

3 pages

8 min
Before you beginNoteList
Tomas's first visitTextImage
What should the preparation have covered?ChecklistKey factQuiz
2

Opening the meeting and building rapport in the first minutes

3 pages

8 min
The first three minutesTabs
Rapport that is realFlashcards
CheckMatching quizQuiz
3

Structuring the visit: agenda, discovery, proposal, next step

3 pages

8 min
The structureProcess
What each part sounds likeAccordion
Put the visit in orderSorting activityChecklistYour infoQuiz
4

Reading the room, interruptions and difficult starts

3 pages

8 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioQuiz
5

Recording the visit, following up, and where to get help

2 pages

5 min
After the visitAccordionYour infoYour infoQuiz
Who to askProcessYour infoYour infoYour infoYour infoMulti-select quiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

10 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal advice
PollHow do you usually prepare for a visit?
ContentThe visit structure and the first three minutes
QuizTen minutes before a visit, what matters most? (A clear goal and the questions you will ask ✔)
QuizThe customer says "I only have five minutes". You… (Confirm the time and ask which one thing matters most ✔)
Word cloudWhat is the hardest start to a customer meeting?
ScaleHow confident are you at opening a meeting with a rushed or unhappy customer?
Open-endedThe first question I will ask on my next visit
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{CALL_PLANNING_TEMPLATE_LINK}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. How many visits since the course had a written goal? multiple choice
  6. How many visits ended with an agreed next step and date? multiple choice
  7. Which part of the visit structure will you change first? short text
  8. I would tell my manager if a visit went badly. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the call-planning template and the sales enablement contact? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

11 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Sales conduct policy link{{SALES_CONDUCT_POLICY_LINK}}
  • Call planning template link{{CALL_PLANNING_TEMPLATE_LINK}}
Show all 11 fields
  • Follow up standard{{FOLLOW_UP_STANDARD}}
  • Visit report location{{VISIT_REPORT_LOCATION}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run preparing and running the customer visit: First meeting, rapport and call structure for field sales training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At onboarding for field sellers, before a regional visit campaign, and as a refresher after manager ride-alongs.

Who needs this training?

Field reps, area sales staff and new account managers who visit customers (run by L&D with the regional sales director).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck