Certificate in Sales Skills (ASET) - Senior Sales Executive

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

• Demonstrate an understanding of the detailed product, competitor and customer knowledge required for success
• Describe the range of internal and external relationships encountered
• Demonstrate an understanding of the principles of sales management
• Practice essential listening and professional telephone skills
• Implement work planning techniques including planning, implementation, monitoring and review
• Demonstrate the importance of understanding margins and factors which affect achievement of targets

Student Profile
This programme is designed for people with experience in a sales environment and with responsibility for account management & responsibility for other sales staff,

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
• Product knowledge
• Business Customer knowledge
• Company knowledge
• Competitor knowledge

2. Building Relationships
• Customer relationships
• Team member relationships
• Other internal relationships

3. Selling to Customers and Account Managers
• The selling cycle process
• The buying cycle process
• Developing and planning accounts and campaigns

4A  Professional Telephone Skills
OR
4B professional  Face to Face Contact     Skills

5. Work organisation
• Planning
• Implementation
• Review
• Monitoring

6. Self-development and self-motivation
• Motivation to sell and meet targets
• Understanding margins and profitability
• Self-development
• Health & safety