Home Studies Course-How to Make a Sale
DEVELOP YOUR SALES ABILITY AND IMPROVE YOUR CAREER PROSPECTS!
Effective sales skills get you everywhere. If you want to work in sales, this course is essential. If you want to stand out in interviews, and get ahead in another career, this course is an excellent way to stand ahead of the pack.
This sales skills course covers many crucial aspects of selling, and provides a great starting point for a sales or marketing career.
Course Structure
There are twelve lessons in this course. While some lessons may appear to only apply to products, it is just as relevant to you (think of yourself as a product and how to get people to buy it). Here are the 12 lessons outlined below:
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Presentation and selling. Personality. "Never judge a book by its cover." But people who buy do make judgements, especially about sales people. Dress and grooming are top priority in selling. As well you must learn how to develop a selling personality.
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Communication and Conversational selling. Learn the art of written and verbal communication in easy to understand terms.
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Marketing (Buyer analysis and motivation). Presentation of products to consumers and motivating them to buy.
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Management (Hierachy). Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
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Helping the Product Sell Itself
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Know your product and pre planning. Through observation, reading and listening get to know your products (pre planning is essential in today's complex society).
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Selling made as simple as A B C. The procedure of selling.
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"The Opening" (getting the attention of the buyer). Creating the right atmosphere for a sale to take place.
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"Closing a Sale" (overcoming objections). Buyers will tend to look else where unless a salesman can close a sale in an appropriate amount of time (learn the secrets).
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"Stress Management." Learn the art of relaxation through stress management techniques.
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The Law and Selling
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Report Assessment Writing. The majority of sales persons need to have the ability and skill to write a condensed and accurate report on which management will comprehend and act upon.
Duration: 100 Hours (Nominal Duration).
Course Materials:
Upon enrolment, you will receive all of the materials that are essential to complete the course. Course materials vary depending upon the subject and the study mode, but they may include subject guides, printed notes, textbooks, videos and practical equipment. . In certain circumstances you may be required to do extra research - in which case your tutor is able to advise you where necessary.
Aims
- Explain the importance of first impressions and learn how to develop a selling personality.
- Explain the art of written and verbal communication in easy to understand terms.
- Explain how to present products to potential customers and how to motivate them to buy.
- Explain how to communicate with your managers and superiors.
- Explain how to help your product to sell itself.
- Explain the importance of preplanning, observation and listening is important in selling.
- Explain the procedure involved in selling
- Explain how to create the right atmosphere for a sale to take place.
- Explain how to close a sale.
- Identify and manage stress levels in a sales situation
- Explain the law in relation to selling.
- Write a condensed and accurate sales report.
Nature and Scope of Selling
As a sales person you need to understand that you and you customer will have different perceptions of the communication that is taking place. This is because your customer has different experiences and perceptions than you. So you must align your message to your customer.
Selling is the art of persuasion: helping people to buy what you want because they want to. The buyer must truly believe that the product they are about to buy is the best one for their purpose. A buyer likes to feel they are making their own decision. It makes them nervous if they feel there is an attempt to make them take a particular line of action.
Conversational selling is recognised as the finest form of salesmanship. It is the gentle art of giving other people your own way: the most effective way of one person influencing the mind of another.
Communication is not always one-on-one. Sometimes a salesperson will be required to address a group of people in a more formal sales situation. Making a sales presentation to a group of people is often more difficult than a one-to-one interaction. This is because as a sales person you may feel nervous when addressing a group of people, rather than just an individual. Another important consideration is that you need to persuade not just one person, but a group of people, each with their own and differing perceptions and experiences.
Conversational selling is dependant on the understanding and practice of excellent communication skills.
Selling is the ‘pointy stick’ end of the marketing process. It is the ultimate destination of the marketing process, but not the whole process. Marketing involves a much bigger and wider perspective, of which selling is only a part. Marketing is the process of packaging up product features, pricing, promotions and distribution and presenting them to the market for consideration. It encompasses both the pre-sale and post sale process. Selling on the other hand is a about getting your customer across the line, and persuading them to actually buy your product.