Sales Management

Sales Management

Course info

This course will take you from developing a strong personality (confidence and knowledge) through to communication, marketing, dealing with upper management, getting to know your product, the A B C of selling, the opening and closing or a sale and much more!

What will you achieve from this course?

After completing Sales Management you will have the knowledge necessary to identify key ways to develop good sales relationships with customers, create a customer strategy, manage yourself and your team effectively and thrive in the sales industry.

Lessons:

•     Developing Sales Concepts - Goods & Services, Ways of Managing Sales, Developing a Sales Concept, Planning Ahead, Understanding Selling, Understanding Buyers, Steps in the Sales Order, Increasing Sales
•     Developing Sales Relationships - Sales Methods, Presentation & the Selling Personality (personality traits of a salesperson), Communication skills and conversational selling
•     Sales Ethics - The Law and Ethics, Social Problems, Pricing, Deceit, High Pressure Sales, Poor Quality Products, Predetermined Obsolescence, The Impact of Marketing and Selling on Society, Public Responses to Modern Marketing Trends (eg. Consumerism, Environmentalism), Enlightened Marketing
•     Building Product Knowledge - Good & Bad Features (eg. Make/trade name; Model; Purpose or use; How & where it is manufactured; Materials used; Wholesale/retail price; Guarantees; Warranty; Spare parts (availability and location); Service Costs) Knowing the Competition
•     Developing a Customer Strategy - Types of Buyers, Buyer Motivation, Difficult Buyers, Key Rules for Every Salesperson
•     Presentation Strategy Options - Displays (eg. Locating Your Displays For Best Results), Shop Layout, Trade Displays etc.
•     Closing a Sale - Difficulties with closing a sale & solutions, importance of the personal approach
•     Managing Yourself - Time management, Territory management, Record Management, Sales Records, Stress Management
•     Managing a Sales Team – Building quality partnerships.

Course Delivery

This course is able to be completed either online or by correspondence.

Work Load  | Full time: 12hrs per week |  Part time: 6hrs per week |  Total Duration 100hrs

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