Give your career the edge with a course combining marketing fundamentals with strong sales skills. Whether you’re interested in pursuing sales management or marketing opportunities, this course is ideal professional development for you.
Advanced Certificate of Sales and Marketing is an online course that will develop your marketing and sales management skills.
In this sales and marketing course, you’ll learn how to incorporate sales, marketing, advertising and public relations into a business. You’ll also learn about sales concepts, marketing goals, team management, ethical and legal considerations, product development and customer strategies.
On completion of this course, you’ll have developed the skills and knowledge you need to understand marketing and manage sales processes.
Course Structure
Unit - Sales Management
Unit 1 – Developing sales concepts
- Marketing
- Sales
- Sales management
- Marketing and sales concepts
- Developing a sales concept
- Marketing and sales goals
- Understanding economics
- Performance criteria for an economy
- Economic ideas and principles are frequently expressed as “laws”
- Marketing
- Making contact
- Convincing the client
- The marketing concept
- Inconsistencies in the marketing concept
Unit 2 – Developing sales relationships
- Ways of managing sales
- Sales relationships
- Knowing your customers
- Classifying buyers
- Market segmentation
- Defining your customers
- Relationships with customers
- Leadership, consistency, reliability
- Communicating with confidence
- Presentation
- Conversational selling
- Woking relationships
- Elements of interpersonal relations
- Getting a complete picture
- The keys to establishing good working relationships
- Communicate clearly to get your message understood
Unit 3 – Sales ethics and law
- Defining ethics and law
- Ethics in sales
- Society and marketing ethics
- The impact of marketing and selling on society
- Implications of some negative sales practices
- Deceptive practices
- High pressure sales
- Poor quality products
- Predetermined obsolescence
- Social responses to unethical marketing
- Environmentalism
- Consumer action and consumer groups
- Enlightened marketing theories and practices
- Guidelines for ethical marketing and selling
- Ways to encourage better ethics in a sales team
- Business law
- International law
- Property rights
- The Westminster system
- Contract law
- Basic common law rights and obligations
- The trade practices act
- Protection of consumers
- Protection of names, trademarks, ideas etc.
- The law and employees
- The first step in establishing a contract
Unit 4 – Building product knowledge
- What is product knowledge
- Knowing your competition
- Signs and sign posting
- Disadvantages and advantages of signposting:
- Hints for writing signs
- Tracking trends
- Knowing your customers
- Sales forecasting
- Questionnaire examples
- Product life cycles
- Stages in a product lifecycle
- Growth spurts are normal
Unit 5 – Developing a customer strategy
- Motivation
- Some key factors about motivation
- Key strategies for dealing with customers
- Tried and true methods to increase sales
- Developing customer strategy
- Customer satisfaction
- The customer’s point of view
- Customer goodwill
- Essential strategies for producing quality service
- Positioning
- Branding
- Price
- Advertising
- Public relations
Unit 6 – Presentation strategy options
- Helping the product sell itself
- Displaying the product
- Locating your displays for best results
- Shop layout
- Layout
- Fixtures and fittings
- Space availability
- Display
- What sells best?
- Spacing
- Quantity displayed
Unit 7 – Closing a sale
- Steps in the sales process
- Opening a sale
- Closing a sale
- improving results in business
- Motivation
- The clientele
- Different motivations for buying
- Approach and avoidance
- Unconscious motivation
- Motivating sales staff
- Managing the decision-making process
- Swot analysis
Unit 8 – Managing yourself
- Time management
- Time wasters to avoid:
- Territory management
- Record management
- Records a salesperson should keep
- Sales records
- Stress management
- Causes of stress
- Key factors in managing personal energy
- What you do and think
- When you do things
- How you do things
- How you prioritise energy expenditures
- How you reward thoughts and actions
- The impact of negative and positive self-talk
- Identifying and conquering sources of stress
- Eating an energy-enhancing diet
- Developing an exercise program
- Engaging in mood-improving activities
- Participating in energy-increasing activities
- Improving sleep patterns
- Securing others’ support for energy management efforts
- Solutions
Unit 9 – Managing a sales team
- Measuring performance
- Considering customer priorities
- Managing sales staff
- Choosing the best salesperson
- Consider the cost
- Developing a job description
- Staff induction
- Managing the established sales team
- Controlling the sales team
- Trait theories
- Style theories
- Contingency theories
- Shifting positions
- Monitoring sales performance
- Factors that can affect sales performance
- Sales territories
- The difference between sales and orders
- Break-even
- Top down or bottom up sales forecasting
- Bottom up forecasting
Unit - Marketing Foundations
Unit 1 – Marketing and the business
- What is marketing, and its significance
- Marketing activities
- Starting out in business
- Entrepreneurial abilities
- Access to information
- Flexibility
- Focus on market niche
- Reputation
- Buying a business
- choosing a premises (home or commercial premises, leasing a shop)
- Forecasting the future
- Understanding market niche
- Other considerations
- Some specific business alternatives
- Legal obligations
- Insurance
- Value of business
- Controlling growth
- Improving results in business
Unit 2 – Scope of Marketing
- The difference between the potential market
- What is marketing?
- Making contact
- Using resources
- Communication
- Convincing customers
- Marketing management philosophies
- The production concept
- The selling concept
- The marketing concept and the societal marketing concept
- Supply and demand
- Understanding economics
- Performance criteria for an economy
- Economic laws
- Available market and target market
- Penetrated market for a product/service of your choice
- Different advertising approaches
- Improving results in business
Unit 3 – Target Marketing
- Understanding the marketplace
- Know your market
- What is targeting?
- Targeting strategies
- Defining your target market
- Determining market segmentation
- Projecting the future
- Positioning a product
- Stages that sellers move through in their approach to a market
- Advantages of target marketing as compared to mass marketing and product-differentiated marketing
Unit 4 – The Marketing Mix and Managing the Marketing Effort
- Product, price, place, and promotion
- What is the purpose of advertising?
- Deciding on the marketing mix
- Affects and interactions between marketing and other operations of a business.
Unit 5 – Product Presentation and Packaging
- Importance of product knowledge
- Core, tangible and augmented products
- Products, product line and product mix
- Characteristics of consumer goods
- Packaging
- Product line decisions
- Shop layout
- Fixtures and fittings
- Space availability
- Displaying products for sale
- Quantity displayed
- Merchandising suggestions
- Personal service, mail order or self service:
- Stock control
- Key to good merchandising
- Example of a merchandising program
- Signs and signposting
- Organising the work place
- Office landscaping
Unit 6 – Promotion Communication skills
- Promoting products
- Creating buyer awareness
- Promotional campaign strategy
- The promotional message
- Promotional material
- Cost effective promotions
- Timing of promotions
- Channels of communication
- Publicity marketing
- What is the purpose of advertising?
- Advertising in the media
- Advertising in magazines
- What is the importance of size and colour?
- Structuring an advertisement or promotion
- Copywriting in advertising
- Communication skills – what is communication
- Types and modes of communication
- Pathways of communication
- Effective communication
- Factors affecting interpersonal communication
- Awareness and intent
- Reactive patterns
- Becoming an effective communicator
- The communication process
- How can we reduce communication breakdown?
- Communicating with customers
- Different kinds of communicators
- Clear wording
- Office communications systems
- Modes of electronic communication
- Communication networks
- Visual communication – charts, graphs etc.
- Basic principles of public speaking
Unit 7 – Product Pricing and Distribution Pricing
- Setting a price
- Product pricing
- Profitability ratios
- Increasing turnover
- Example of costing a job
Unit 8 – Customer Service
- The importance of customer service
- Sales staff (or assistants)
- having well-defined customer care policy
- Customer satisfaction and customer goodwill
- Understanding selling/buying and the decision making process
- Decision making process (stages1-5)
- Heuristic procedures
- Effective selling
- Be positive
- Conversation development
- Sales techniques
- Key selling rules
- Timing
- Opening a sale
- Advising a customer what to purchase
- Convincing the customer
- Add-on sales
- Closing a sale
- Increasing sales
- After sales service
- Making promotions cost effective
- Types of language
Unit 9 – Market Research
- Researching the market
- Types of marketing research
- Ways of gathering data
- Primary and secondary data
- What do you need to research
- The research process
- Statistics
- Marketing tips
- Tracking trends
- What to research
- Surveys / questionnaires
- Developing and conducting a market research program
Unit 10 – Organisations – structures and roles
- Marketing practices
- Types of organisations
- Business structures
- Business law
- Contract law
- Consumer laws
- Basic common law rights and obligations
- Business registration
- Financial management
- Business terminology
Study Hours
Estimated duration 100 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment
Assessment will be comprised of written exercises, including short-answer questions, reflective tasks, short reports and/or projects. There are no examinations or due dates for assessment. As a result, you can complete training in your own time and at your own pace with the assistance of unlimited tutor support.
Testimonials
Excellent content and well considered assessment questions. It was a joy to follow the advancement of the content as it seamlessly flowed to the next subject of learning.
N. Waite, Newcastle, NSW | Advanced Certificate of Sales and Marketing
Graduation
A Certificate of Attainment and Statement of Results will be issued upon successful completion of this course.
How to Enrol
Enrol Online: Click Add to Cart/View Cart on the course page.
Enrol via Live Chat (Business Hours)
Enrol via Telephone 1300 76 2221 (Business Hours)
Enrol via Purchase Order/Tax Invoice
Enrolling Multiple Staff?
To enrol multiple staff, please complete the Employer Enrolment Form. We’ll be in touch within 60 minutes during business hours!
Payment Options
Visa, Mastercard, BPAY and Direct Deposit.
Course FAQs
Why Choose Australian Online Courses?
- Professional development that is widely recognised and respected;
- Improve your employment opportunities;
- Study online, anywhere via our elearning system;
- High-quality professional development programs written by industry experts;
- All course materials provided online – no textbooks to buy;
- Unlimited tutor support via email;
- We offer twelve (12) months’ access, with extensions available upon application (fees apply);
- Course may be tax deductible; see your tax advisor.
Are there any entry requirements or pre-requisites?
There are no course or subject pre-requisites for entry into our programs. However, our professional development programs are generally intended for people over the age of 18. In some circumstances, enrolments from younger people may be considered. Please complete the AOC Parent Guardian Consent Form prior to enrolling and submit here.
When can I start this course?
You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!
Credit card: Within 60 mins during business hours.
BPAY: Within 1-2 working days.
Internet Banking: Within 1-2 working days.
Cheque/Money Order: Upon receipt of mailed cheque.
How is this course delivered?
This course is delivered online via our easy-to-navigate Learning Management System (LMS), where you will discover interactive online learning/written content, resources and assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our LMS and there are no work placement requirements in this course.
What support can I expect from Australian Online Courses?
Unlimited tutor support is available throughout your studies via email only during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.
I am an international student. Can I enrol into this course?
Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.
Career Pathways
Future growth
Strong
Unemployment
Low
Professional Development for:
- Sales Manager
- Marketing Manager
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