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Certificate in Sales Practice  
 
       
Content
       
  Course Aims & Objectives  
  Course Overview  
  1. Managing a sales territory  
  2. Defining call objectives  
  3. Structured Sales Model  
  4. Ways to Handle Difficult Buyers  
  5. How to Address Objections  
    effectively  
  6. Buyer Behavior & Offer Analysis  
  7. The Customer Motivation Model  
  8. Structured Sales Model  
  9. Key Account Management  
    ....more     
       

About the Course

  
The Certificate in Sales Practice course is  
designed to advance your sales skills and  
increase your ability to achieve your set sales  
targets. Sales Practice is a process of developing
customer relationships, identifying customer
requirements, communicating and matching the
benefits of your offer specifically to customers
needs.
 
You will learn techniques to open calls,
ways to present your offer, handle objections,
manage difficult customers and will gain
important insights in to closing a sale and
retaining business. Ideally suited for individuals
entering the sales profession for the first time and for sales executives who wish to
improve their existing selling skills to make further progress in the sales environment.
 
Course Aims & Objectives
The objective of the Certificate in Sales course is to advance your sales skills and
provide a structure, so that you have a purpose to your contact with clients. Your
customer may already know the benefits of your product, however new angles to your
presentation will be learned to make the meeting with your client interesting and
informative. Practical class exercises will develop your sales skills and provide you the
opportunity to apply what you learn to the workplace. You will also advance your
communication skills so that you can meet your sales objectives with ease and achieve
success. The Certificate in Sales course can lead to a professional Diploma in
Marketing, Public relations, Sales & Advertising qualification.
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Certificate in Sales Practice - Course Overview
  • Managing a sales territory
  • Identifying and targeting new business
  • Exploiting new areas of opportunity
  • Defining call objectives
  • Time management & Journey Planning
  • Planning and prioritise meetings
  • Sales Situations & Selling Styles
  • Self-Analysis, Sales Preparation & Research
  • Communications skills and techniques to uncover customer needs
  • Getting Attention & Opening the Call
  • Sales presentation skills and stages in the sales process
  • Structured Sales Model
  • The Customer Motivation Model,
  • Buyer Behavior & Offer Analysis
  • Handling & Communicating with Buyers
  • Ways to Handle Difficult Buyers
  • How to Address Objections effectively
  • Using products to solve Clients problems
  • Closing the Sale in a professional manner
  • Gaining Commitment, Key Account Management

Methodology
The principle method of learning is through assignments, case studies, course notes, lectures, practical exercises and a project. You are expected to read recommended books to accelerate your learning.

Course Duration & Assessment
The Certificate in Sales is run one evening per week over ten weeks from Dublin 2. It involves taking part in class activities and exercises and applying what you learn to your current position. Assessment is by means of a project and home assignments. The cost is 750Euro. Exam fees are 200.00 euro extra.

Scheduled Dates 2008
Thursday 9 October 2008, 19:30-20:45 10 WKS.

    
                   
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