Course description
This course will begin by giving you an overview of how selling and sales influences our daily lives. You will learn the characteristics of a brand and will be guided through the differences between sales and marketing. You will then learn what it takes to be successful in sales as well as to define the different types of selling channels and selling environments. You will learn the concept of adaptive selling, explore business ethics and ethical behaviour in sales, and identify the elements of effective business communication.
Next, you will study the seven steps of the selling process. You will receive guidance on prospecting, be shown how to identify sales needs and opportunities, and learn how to set SMART pre-call objectives. The course will also cover first impressions, the importance of a strong approach, and how to make contact with your prospect. You will learn how to prepare for an effective sales presentation. Finally, you will learn how to handle the different types of objections as well as how entrepreneurs sell themselves and their business ideas.
As sales plays such a major role in our everyday life and economy, a career in sales will always be in demand. This Diploma in Sales Management course will be of great interest to learners who are thinking about starting a career in the sales sector. It will also be useful to professionals already working in sales who want to bring their skill set to the next level. Check out the course today, and in a few short hours you'll have learned valuable selling skills and boosted your career.
Upcoming start dates
Training content
Success in Sales
Description: This module explains selling and sales influence our daily lives as well as how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process.
- Learning Outcomes
- The Power of Selling
- The Power of Your Personal Brand
- Selling: Economy and Company
- Lesson Summary
Choose Your Path
Description: In this module, the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business of business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies and the actions that you take are the defining traits of a sales person.
- Learning Outcomes
- Sales Characteristics
- Sales Channels and Environments
- Resume and Cover Letter
- Lesson Summary
Relationship Selling
Description: This module covers the power of building relationships and how to be a success in selling. It is important you make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a high likelihood of a sale and a loyal repeat customer. This module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or a situation.
- Learning Outcomes
- Building Relationships
- Adaptive Selling
- Networking - The Job Market
- Lesson Summary
Business Ethics
Description: This module explains how Ethics come to play in the decisions you make every day. There are two aspects to ethics: The first involves the ability to discern right from wrong, good from evil and propriety from impropriety. The second involves the commitment to do what is right and proper. You will also learn how companies provide guidance to employees about what behaviour is expected of them in them in their employee handbook and where the policies of the company are included in the handbook
- Learning Outcomes
- Principles and Ethics in Selling
- Ethical Behavior in Sales
- Policies, Practices and Cultures
- Lesson Summary
Power of Effective Communication
Description: In this module, the main focus is on the elements of effective communication and how miscommunication can result in confusion and may have a negative impact on business relationships. You will also learn about the appropriate etiquette for appropriate business communication. How to make a positive impression and how etiquette can make a difference in how your customer perceives you and your personal brand.
- Learning Outcomes
- Effective Communication
- Behavior and Etiquette
- Informational Interviews
- Lesson Summary
Understanding the Customer
Description: This module covers the science of consumer behavior, how retailers study consumer behavior patterns and lay out their stores and merchandise accordingly and explain when you understand the motivation of your customers, how you can customize your solution and your messages to meet their needs. The module also focuses on the buying process and the steps that the B2B customer goes through when making a purchasing decision on behalf of the company.
- Learning Outcomes
- Consumer Behavior
- The Buying Process
- Your Personal FAB
- Lesson Summary
Diploma in Sales Management - First Assessment
Description: You must score 80% or more to pass this assessment
- Assessment: Diploma in Sales Management - First Assessment
Identify your Customers
Description: This module explains the seven-step selling process and refers to the sequence of steps salespeople take each time they make a sale and how research and presentation pay of during the presentation process when you present your sales solution to a prospect. You will also learn about the concept of the sales funnel and how it illustrates the value of generating a large pool of leads because many of your prospects would not qualify or will drop out during the selling process.
- Learning Outcomes
- Understanding Prospects
- Prospecting Resources
- Successful Selling
- Lesson Summary
The Power of Preparation
Description: The main focus of this module is the Preapproach, which is a critical step that helps you earn your customer's trust and a sell adaptively as well as the use of a planning worksheet to record your objectives and information. You will also learn how to identify customers problems and goals, and how to brainstorm solutions and opportunities that will meet their needs. The module explains how to set SMART goals, which are ; Specific, Measurable, Actionable, Realistic and TIme-bound.
- Learning Outcomes
- Researching Your Prospect
- Solving, Not Selling
- SMART Preparation
- Lesson Summary
The Sales Approach
Description: This module covers the six Cs of the sales approach - confidence, credibility, contract, communication, customization and collaboration. These approaches will help you make a good impression when you contact your prospect for the first time. The module also focuses on the different ways to start a sales approach. You will also gain an understanding of how to overcome your reluctance including focusing on language that conveys certainty.
- Learning Outcomes
- First Impressions
- Initiate the Relationship
- Choosing The Best Approach
- Lesson Summary
The Sales Presentation
Description: This module explains the process for preparing your sales preparation. You will also learn about your appearance by giving careful attention to details, such as accessories and grooming as well as conveying an image that's in line with your customer's products and values. The module also focuses on presentation methods, such as individual and group presentations and how to adapt your approach accordingly as well as using samples or demonstrations to get your prospect involved.
- Learning Outcomes
- Preparation - Key to Success
- Making Your Presentation Work
- SPIN Selling
- Lesson Summary
Handling Objections
Description: The main focus is on the best way objections in every part of the selling process from qualifying through the preapproach, approach, and presentation and how objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. You will also learn about the six major types of objections which include : product, source, price, money, need, and thinking about it .
- Learning Outcomes
- Objections are Opportunities
- Types of Objections
- Objections in a Job Interview
- Lesson Summary
Entrepreneurial Selling
Description: This module covers entrepreneurship, which is having the vision to create products and services that can meet and exceed customers' needs and the common ingredients that are part of being an entrepreneur. The module also focuses on business plan elements such as statement of plan and marketing, operational and financial plans and how to present your business idea to potential resources and investors.
- Learning Outcomes
- Entrepreneurship
- Selling Yourself and Your Idea
- Managing Yourself
- Lesson Summary
Diploma in Sales Management - Second Assessment
Description: You must score 80% or more to pass this assessment
- Assessment: Diploma in Sales Management - Second Assessment
Course assessment
- Assessment: Diploma in Sales Management - Final Assessment
Certification / Credits
At the end of this diploma course, you will be able to:
- Explain the role of selling in everyday life and in the economy.
- List the characteristics of a brand.
- Identify the differences between sales and marketing.
- Explain the characteristics required to be successful in sales.
- Different the different types of selling channels and environments.
- Explain the concept of adaptive selling.
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