Business to Business (B2B) Sales Success will pave the way to greater opportunities in business whether you’re starting a business, restructuring an operational business or simply have a passion for working in the sales profession.
This professional development course will provide you with the practical skills and knowledge required for successful business-to-business sales.
You will learn skills to develop your product knowledge, analyse and achieve sales targets, optimise customer and territory coverage, and maintain and build business-to-business relationships.
Sales is a large and dynamic industry that offers many job prospects; it’s one that could lead to employment in many professions in the business-to-business sector, such as: Sales Account Assistant, Sales Agent, and Sales Representative.
Unit 1 - Build client relationships and business networks
Initiate communicate with clients
Identify preferred client communication styles
Establish rapport with client
Positive and negative feedback
Two way communication
Barriers to effective communication
Client relationship strategies
Client loyalty objectives
New clients versus repeat business
Define the objectives
Client profile information
Accurate product descriptions
Stock and deliveries
Telephone answering times
Maintain customer relationships
Ongoing client feedback
Assessments and questionnaires
Problems with feedback
Using feedback data
Build and maintain networks
Maintain business contacts
Professional development activities
Establish network support for business
Channels to exchange information
Unit 2 - Maintain business to business relationships
Maintain business contacts
New business contacts
Build external relationships
Supply chain efficiency
Business customer needs
Business and promotional activities
Determine future needs
Wholesale trading terms
Pricing structure / negotiating
Improving business relationships
Improving sales and service
Recognise deficiencies in service
Unit 3 - Optimise customer and territory coverage
Development of coverage plan
Customer preferred channel
Performance objectives and service
Key performance objectives
Territory coverage plan
Field team procedures
Customer contact lists
Needs and expectations
Customer service strategies
Optimise promotional activity
Unit 4 - Achieve sales results
Review sales targets
Ensure sales targets are achievable
Review sales performance
Creating a sales environment
Team sales targets
Inventory control / methods
Training / coaching / mentoring
Resolve operational issues
Retail supply chains
Review sales targets
Performance counselling steps
When you study with Australian Online Courses, you will be assessed using a competency-based training method.
Competency-based training focuses on the achievement of skills and knowledge against set criteria to meet industry-standard and is not benchmarked against other students’ work.
In this course, the assessment will be comprised of written assignments and exercises, which may include short answer questions, reports, essays, research projects and reflective tasks.
If you do not achieve a competency result on your first attempt, you have two more attempts to pass your assessment. So, you have three attempts in total to obtain a competency result.
In this way, you can complete your course in your own time and at your own pace with the assistance of unlimited tutor support.
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;
No entry requirements;
All course materials provided online – no textbooks to buy;
Unlimited tutor support;
Easy to understand course content;
Twelve (12) months’ access, with extensions available upon application (fees apply);
Certificate of Attainment/Completion issued for your CV (hard copy provided); and
Course may be tax deductible; see your tax advisor.
How long will it take to complete this course?
The approximate study hours for this course is 60 hours. Twelve (12) months’ access, with extensions available upon application (fees apply).
Can I purchase optional printed materials?
Yes! The cost for printed materials for this course is $50 per unit.Total cost for optional printed materials is: $200.00. Printed materials are optional and not required to complete the course. Everything you need to complete the course is provided online via our e-learning system.
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.
Will I receive a certificate upon completion of this course?
Yes! You will receive a Certificate of Attainment upon successful completion of your assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our e-learning system 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 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.