Certificate in Sales Skills (ASET) - Sales Advisor

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

• Demonstrate an understanding of the knowledge required to build successful sales skills
• Examine the nature of relationships which exist between sales advisor and customer
• Demonstrate a step by step process to selling to customers
• Display awareness of essential telephone or face to face contact skills
• Practice work planning and time management techniques
• Describe the benefits of self development and self motivation

Student Profile
This programme is designed for people entering, or recently entered a direct selling environment either telephone or face to face.

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
• Showing interest in the customer’s needs
• Following through commitments made to customers
• Being realistic and consistent
• Behaving flexibly

3. Selling to Customers
• Knowing your targets
• Establishing and satisfying customer needs
• Handling objections
• Closing the sale

4A Telephone Skills
• Conducting yourself effectively on the phone
OR
4B Face to Face Contact Skills
• Presenting yourself effectively in face to face situations

5.  Work organisation
• Planning your work
• Setting targets
• Planning sales activity
• Keeping people informed
• Controlling your time

6. Self-development and self-motivation
• Developing yourself
• Being positive
• Making improvement suggestions
• Working as part of a team