Sales Management

Do you manage or are a valued member of a team of sales professionals? Then you need to enhance your sales and marketing skills so you can increase performance in your allocated territory. If you understand the key to making a sale and you are aware of the basic principles of marketing then this course is for you.

We will show you how to develop customer relationships that lead to future sales. We will help you manage yourself, your team and your sales process, while remaining ethical and still achieving your sales objectives.

You will learn how to develop a unique sales concept that links your product or service to your customer’s needs and wants. You will come to understand the key aspects of economics and how they impact your sales and marketing concepts. We will help you better understand your customers and what they expect. You will discover the importance of legislation for your industry and how it affects your sales and marketing processes. We will show you how to manage your sales process including product positioning and branding, making the sale and evaluating the process.

To improve your success in the sales industry all you need to do is get started, CourseStream will provide you with the knowledge to help you succeed and we will support your learning experience.

Course Aims

  • Explain how a sales concept reflects and aids the marketing goals of an organization.
  • Identify key ways to develop good sales relationships with customers and others.
  • Identify ethical and legal considerations in sales.
  • Explain the importance of product knowledge and what it includes.
  • Explain the role of a developed customer strategy and how to create one.
  • Identify elements of good product presentation.
  • Explain the stages of a sale and how to achieve results.
  • Describe the importance of self-management to sales success.
  • Identify and explain key methods for managing a sales team.
  • Identify and explain key methods for managing a sales team.

 

Detailed Course Description

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 etc)
  • 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)
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

Enrol Now

  • Experienced Tutor support
  • Certificate sent to you
  • Online study (Printed notes available)
  • Self paced - no set timetable
  • 12 months to complete course

From: $25.00 / week for 32 weeks

Clear

Send me a free info pack

Do you manage or are a valued member of a team of sales professionals? Then you need to enhance your sales and marketing skills so you can increase performance in your allocated territory. If you understand the key to making a sale and you are aware of the basic principles of marketing then this course is for you.

We will show you how to develop customer relationships that lead to future sales. We will help you manage yourself, your team and your sales process, while remaining ethical and still achieving your sales objectives.

You will learn how to develop a unique sales concept that links your product or service to your customer’s needs and wants. You will come to understand the key aspects of economics and how they impact your sales and marketing concepts. We will help you better understand your customers and what they expect. You will discover the importance of legislation for your industry and how it affects your sales and marketing processes. We will show you how to manage your sales process including product positioning and branding, making the sale and evaluating the process.

To improve your success in the sales industry all you need to do is get started, CourseStream will provide you with the knowledge to help you succeed and we will support your learning experience.

Course Aims

  • Explain how a sales concept reflects and aids the marketing goals of an organization.
  • Identify key ways to develop good sales relationships with customers and others.
  • Identify ethical and legal considerations in sales.
  • Explain the importance of product knowledge and what it includes.
  • Explain the role of a developed customer strategy and how to create one.
  • Identify elements of good product presentation.
  • Explain the stages of a sale and how to achieve results.
  • Describe the importance of self-management to sales success.
  • Identify and explain key methods for managing a sales team.
  • Identify and explain key methods for managing a sales team.

 

Detailed Course Description

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 etc)
  • 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)
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

Send me free info pack

Enrol Now

  • Experienced Tutor support
  • Certificate sent to you
  • Online study (Printed notes available)
  • Self paced - no set timetable
  • 12 months to complete course

From: $25.00 / week for 32 weeks

Clear
CourseStream Accreditation.
Accredited courses.