Certificate in Sales Skills (ASET) - Sales Executive

Objectives
At the end of the course students will be able to:

• Develop a broad understanding of the knowledge required to build successful sales skills
• Develop a detailed understanding of customer relationships
• Demonstrate a step by step process to the selling and buying
• Provide opportunities to demonstrate telephone or face to face skills in difficult and complex situations
• Provide the means to employ techniques for work planning and time management
• Demonstrate methods and benefits of self development and self motivation

Student Profile
This programme is designed for people with experience in a sales environment wishing to enhance their skills, perhaps in preparation for a more senior role.

Study Method
The course is designed for study by distance learning at work or at home.  Students receive course manual, assignments and studyguide plus tutor support.

COURSE OUTLINE
1. Building Competence
• Knowing the product[s]
• Knowing the customers
• Knowing the employer
• Knowing the competition

2. Building Relationships
• Welcoming the customer
• Identifying customers’ needs
• Building trust with customers
• Adapting to the needs and styles of your customers

3. Selling to Customers
• Planning sales activity
• Putting together bigger deals; switch selling
• Using customer knowledge to influence success

4A  Advanced Telephone Skills
OR
4B Advanced  Face to Face Contact Skills

5    Work organisation
• Planning your work
• Setting targets
• Planning outgoing calls
• Keeping people informed
• Controlling your time

6  Self-development and self-motivation
• Developing your knowledge and skills
• Showing persistence and resilience
• Seeking and offering help
• Giving and requesting feedback