1) What motivated you to take the Sales and Management course at ISI?

My primary motivation was to deepen my knowledge and learn practical steps in the field of sales. I wanted to better understand what influences decision-making in the negotiation process, what role personality plays in both the process and the outcome, and most importantly, to learn about the latest standards in sales.

2) What were your expectations before the course, and did reality meet them?

Before the course, I expected to learn sales techniques, become familiar with modern sales standards, and apply this knowledge in my work. However, the course exceeded my expectations - from the very first lecture, I returned home excited and inspired, thinking about where, with whom, and when I could share what I had learned. I even started applying and sharing the knowledge with my child from the very first phone call. I began observing my own thinking and communication - how clear I was, and where I made mistakes during negotiations. After completing the course, I realized that this was only part of the experience - this course teaches not only sales, but life as well

3) Which topics or sessions stood out the most, and why?

The course is entirely practical, which makes every session memorable. I would especially highlight the first lecture, where we reviewed and tested call-handling techniques in practice. Another standout was the joint lecture by Andro and Davit on storytelling - extremely useful and impactful. Campbell’s “Hero’s Journey” framework was also particularly memorable. Each lecture is structured in a way that creates strong conceptual and practical connections, making it nearly impossible to finish the course without gaining truly applicable knowledge.

4) What was the most practical part of the course for you?

For me, the most practical part was analyzing the Harvard case study and learning storytelling techniques. The case analysis is designed in a way that “forces” you to understand the perspectives and needs of opposing sides, find a balanced middle ground for unbiased decision-making, and most importantly, naturally apply the acquired knowledge to real-life professional situations.

5) How has the knowledge gained from the course impacted your daily work?

The knowledge I gained increased my confidence and courage. Now, before negotiations, I try to understand both my own and the other party’s needs and expectations in advance, and I prepare myself for unexpected or unclear questions.

6) How did your perspective on sales and management change after the course?

After completing the course, I realized that sincerity and authenticity are essential in sales and negotiations, along with having in-depth knowledge of both your own and the other party’s product or service.

7) In your opinion, what makes ISI stand out?

ISI became a clear example of teamwork and unified effort toward a common goal. Watching the team, I often felt that they understood each other without words - even a glance was enough. The ISI team reflects excellence, openness, mutual understanding, and a strong commitment to sharing knowledge. Simply put - thank you for being so amazing!

8) Who would you recommend this course to, and why?

I would recommend this course to anyone involved in sales and negotiations, as well as those who seek both career and personal growth in the field of organizational sales.