Course Structure: Sales Skills VBS108

There are 12 lessons:

1. Presentation and selling
   • Personality. “Never judge a book by its cover.” A wise old saying! 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.
2. Communication and Conversational selling.
   • Learn the art of written and verbal communication in easy to understand terms.
3. Marketing (Buyer analysis and motivation)
   • Presentation of products to consumers and motivating them to buy.
4. Management (Hierachy)
   • Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
5. Helping the Product Sell Itself
6. 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).
7. Selling made as simple as A B C.
   • The procedure of selling.
8. “The Opening” (getting the attention of the buyer).
   • Creating the right atmosphere for a sale to take place.
9. “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).
10. “Stress Management”
    • Learn the art of relaxation through stress management techniques, and reduce stress in the marketing environment.
11. The Law and Selling
12. 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.

Learning Goals

• 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.

WHAT MOTIVATES PEOPLE TO PURCHASE?

There are usually three (3) types of consumers:

a)   Thinking/Analytical buyers  –  who require facts.
b)   Emotional/Feeling buyers – who normally respond emotionally to a sales person’s plea and are easily persuaded through the use of the
sales person emotional words.
c)   Intuitive buyers  – who believe that they have extra sense ‑ some insight which allows them to arrive at the right decision more often than others.

With good knowledge and sale training, a professional salesperson can determine what type of buyer they are dealing with and can adjust their sales approach accordingly.
Exploring and understanding consumer motivation is a must to become a sales professional.

Quality of Sales Personnel Can Mean the Difference Between Success or Failure for an Organisation

A sales person or shop assistant can be the first port of call for selling your goods and services. They may be the person who forms the closest relationship with customers and clients. They will be the person that customers see when they come into a shop or office, so it is important that retail staff are well trained, polite and fully aware of the products and/or services you offer.

A naturally social personality and charisma; and ‘gift of the gab’, might not be essential. It can help though.
Front line sales people usually need to be more extroverted than introverted. They need to convey self-confidence, be focussed and considered in their actions. People buy from sales staff who they find friendly and amenable. A good sales person is an actor, who can project the necessary image, even when they are feeling otherwise.

Communication involves not just talking, writing or conveying a message to a customer. It also involves listening skills. Some people have a natural empathy; others develop empathy, and some people are simply never going to hear what people are saying to them; often because they are preoccupied with their own thoughts.

Studying communication skills can help improve your ability to speak, write, read and understand body language.  It will also help you to interpret what people say to you (read between the lines).

In today’s world, you will encounter a need to use technology in almost every area of marketing. Sales people need to use computerised systems for processing orders; marketing managers create spread sheets, reports, financial projections and much more. The creative side of marketing will also involve using computers.

Experience adds Value to Your Studies

You need both study and experience. Either one without the other will limit your career prospects. Don’t ever think a course will guarantee a good career in marketing. Similarly, don’t think your chances are just as good getting the practical experience without ever studying sales or marketing.

Experience does two things: it allows a person to grow their abilities observing their successes and failures; and it provides potential clients or employers with “proof” of your capabilities. A marketing professional needs to be able to show that they have had successes. Many businesses will consider a good “track record” as being more important than anything else, when choosing staff. Do not forget though, that other things are what contribute toward you being able to create that track record.

HOW CAN YOU BENEFIT FROM THIS COURSE?

This course will enable you to understand and enhance skils needed to become a professional sales person.

• A sales assistance roll involves taking payments and orders from customers and supporting senior sales staff.  These positions are often paid  a basic wage but with  improving skills
  and increased  sales results are usually recognised, appreciated and advanced to more training and opportunities to professional career development.
• In Sales Professional (Senior Sales Advisors) roles sale staff members maintain outstanding performance by successfully communicating with customers, understanding needs and reaching sales targets.
  Their contribution to prosperityis valued and reflected in higher earnings.

COURSE COMPLETION 

Successful graduation provides skills in understanding and using a higher  level of sales techniques and assessing customers needs with a new attitude and  experience.  A comprehensive and more  focused view on the potential buyers mindset makes you more conscious of the steps to guide your customer effortlessly through to making a sale.

This course will guide you on the pathway of becoming a confident, success-oriented
and  skilled sales professional with better employment and income prospects.

HOW DOES THIS COURSE PROMOTE YOUR CAREER GOALS?
Our experts are glad to answer your questions in a free counselling session.

Need Guidance?

Lets Get Started!  Call  01227 789 649 (UK) or Int’l  +44 1227 789 649 and speak with our friendly and informative Course Advisors.

FREQUENTLY ASKED QUESTIONS

Here is a list of the most often asked FAQ’s.

General

Q. Why should I enrol with the Academy for Distance Learning?
A. Here at ADL, our students are our priority – we treat everyone as a unique individual.

Q. Do I need to buy text books?
A. No, as each module has been written by highly qualified industry professionals. The content of the material is presented in such a way that text books are not required. However, if you require additional reading your tutor will be able to supply a list.

Q. What happens if I have to stop studying for a while? (eg. become sick, go on holidays, have a baby, move house, etc)
A. It’s OK to take a break and start up your study at a later point in time. Just let us know.

Q. Is there an age limit?
A. There is no maximum age limit. We do however, have a minimum age limit of 18 years. Below that age parental consent would be required.

Q. Are your courses up-to date?
A. Our courses are revised and updated on a rotation system.

Q. Do you have a Cancellation policy?
A. Yes. We have a cancellation policy that is fair and equitable. For further details please click here.

Q. Will I have any opportunity to engage with other students?
A. We have a Student Community group based on facebook! If you don’t have a facebook account already, you could make one just for talking with fellow students on the group.

Enrolment

Q. When can I enrol/start?
A. You may enrol and start at any time of the year – it’s all self- paced.

Q. Can I study from anywhere in the world?
A. Our courses are available to anyone, anywhere in the world from the comfort of your own home. The course content is relevant to any country, culture or economy.

Q. How long do I have to complete the course?
A. You complete the course at any time that is convenient for you.

Q. Completing a 100 hour module – how long will it take?
A. For some students a 100 hour module will take approximately to 3- 6 months to complete. Others take less time and some even longer.

Assessment

Q. Assessment – how does it work?
A. For each 100 hour module you are assessed by assignments (at the end of each lesson) and a final one and a half hour exam (or you may elect to complete a Project, instead of sitting the exam) – the choice is yours – you sit for the exam in your own location.

Q. I don’t cope well with exams – what can I do?
A. You may elect to undertake a Project (set by your tutor) instead of sitting the exam. Projects are completed from your home and can usually take a couple of weeks to complete.

Q. If my assignment is not up to standard is there an opportunity to resubmit my work?
A. Yes –

Q. How many assignments do I need to complete for each module?
A. At the end of each lesson, there is an assignment – so if a course has say, 10 lessons, there would be 10 assignments.

Q. I am having difficulty attending workshops/industry meetings, what can be done?
A. If your course requires attendance at workshops, conferences, or industry meetings; alternative arrangements can be made in your country.

Qualifications

Q. Can I customize my diploma/higher qualification?

A. Not all educational institution’s certificates /diplomas meet everyone’s needs. The opportunity to Design Your Own Diploma at the Academy (subject to our approval) is an added bonus, not found at other colleges. You choose modules that you think will help you in achieving your goal.

Q. What do I get when I complete the course? Will I receive a transcript?
A. At the completion of all courses and providing all assignments and exam requirements have been met, you will receive your Award and a Transcript.

Tutors

Q. Our tutors – who are they?
A. We appoint Tutors and require that they must be currently active in their industry, with at least 5 years’ experience in their chosen profession.

Q. Can I contact my tutor at any time?
A. Yes – you have unlimited access to your tutor via email through our Online Classroom. You can always leave a message with ADL requesting your tutor to contact you. You decide on how much or how little contact you wish to have.

Q. Practical work – How is this done?
A. To find out more about this part of the course please visit the section on How Our Courses Work here.