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Sales Skills Basic and Advanced

The typical students of this course will be sales representatives, sales managers, or sales executives, who need to learn how to conduct successful sales. After completing this course, students will know how to: ... Show More
Course Prerequisites:
None
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Instructor-Led Training (ILT)

Attend training in a classroom environment at a campus near you. Instructor-led training is still the number one delivery method of choice because it allows you to interact and discuss the training material, either individually or in a group setting, and you gain access to expert knowledge from certified instructors. This form of guided learning is impactful and produces positive learning outcomes. Day, evening and Saturday classes are offered.

Course Price (ILT)
R2,152.80

* incl. VAT

Duration
2 Days

Course Content

Sales Skills Basic

Unit 1: Sales fundamentals

Topic A: The sales process
A-1: Understanding the sales process

Topic B: Elements of selling
B-1: Collaborating with clients
B-2: Discussing decision-making practices

Topic C: Understanding sales terms
C-1: Discussing sales terminology

Unit 2: Your professional self

Topic A: Developing your character
A-1: Identifying beneficial personal characteristics
A-2: Identifying beneficial skills

Topic B: Managing yourself
B-1: Establishing credibility
B-2: Behaving professionally

Unit 3: Handling clients

Topic A: Finding your clients
A-1: Prospecting for potential clients
A-2: Making successful sales calls
A-3: Discussing networking

Topic B: Connecting with your clients
B-1: Discussing the importance of visibility and allies
B-2: Putting the client at ease

Topic C: Finding solutions
C-1: Discussing the problem-solving process
C-2: Taking a proactive approach

Unit 4: The sales presentation

Topic A: Anticipating objections
A-1: Handling stalling and objections

Topic B: Creating a sales presentation
B-1: Discussing the presentation
B-2: Identifying the characteristics of a good presentation
B-3: Identifying presentation elements

Topic C: Responding to objections
C-1: Addressing objections

Sales Skills Advanced

Unit 1: Gaining customer commitment

Topic A:Building relationships
A-1: Building good relationships with customers
A-2: Asking the client appropriate questions
A-3: Getting customer commitment

Topic B:Demonstrating the need
B-1: Identifying the stages of need
B-2: Demonstrating need through envisioning

Topic C:Satisfying the need
C-1: Determining customer objections
C-2: Negotiating with clients

Unit 2: Studying the market

Topic A: Sales strategies
A-1: Understanding sales strategies

Topic B: Analyzing markets and competitors
B-1: Analyzing market trends
B-2: Analyzing competitors by using the SWOT matrix
B-3: Developing a client advisory panel

Topic C: Researching clients
C-1: Researching commercial clients
C-2: Researching individual clients

Unit 3: Developing a winning strategy

Topic A: Consulting with clients
A-1: Planning the solution
A-2: Preparing the presentation
A-3: Presenting the solution

Topic B: Developing solutions
B-1: Discussing the steps for developing solutions

CTU Training Solutions , Updated: July 14th, 2017

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The course information above is subject to change without notification due to market trends in the industry, legislation and/or programme version updates. Terms and Conditions

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