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.
Course Structure
Unit 1 - Build client relationships and business networks
- Initiate communicate with clients
- Identify preferred client communication styles
- Establish rapport with client
- Non-verbal communication
- Verbal communication
- Investigate opportunities
- Positive and negative feedback
- Two way communication
- Barriers to effective communication
- Communication processes
- Business writing
- Client relationship strategies
- Client loyalty objectives
- New clients versus repeat business
- Strategic view
- Define the objectives
- Client profile information
- Profiling
- Loyalty strategies
- Accurate product descriptions
- Complaint resolutions
- Stock and deliveries
- Telephone answering times
- Indicators
- Maintain customer relationships
- Ongoing client feedback
- Assessments and questionnaires
- Interviews
- Focus groups
- Feedback forms
- Problems with feedback
- Effective data
- Using feedback data
- Build and maintain networks
- Maintain business contacts
- Business associations
- Professional development activities
- Establish network support for business
- Channels to exchange information
- Written correspondence
Unit 2 - Maintain business to business relationships
- Maintain business contacts
- New business contacts
- Build external relationships
- Supply chain efficiency
- Business customer needs
- External trends
- Business and promotional activities
- Determine future needs
- Wholesale trading terms
- Pricing structure / negotiating
- Improving business relationships
- Quality assurance
- Improving sales and service
- PDCA Cycle
- Recognise deficiencies in service
- Complaints register
- Legislation
- Regular feedback
Unit 3 - Optimise customer and territory coverage
- Development of coverage plan
- Customer relationships
- Customer preferred channel
- Performance objectives and service
- Key performance objectives
- Territory coverage plan
- Field team procedures
- Feedback
- Customer interactions
- Industry associations
- Customer contact lists
- Submitting documentation
- Service agreements
- Improving coverage
- Needs and expectations
- Customer satisfaction
- Customer service strategies
- Optimise promotional activity
Unit 4 - Achieve sales results
- Review sales targets
- Ensure sales targets are achievable
- Review sales performance
- Sales strategies
- SPACED benefits
- Creating a sales environment
- Team sales targets
- Inventory control / methods
- Human resources
- Contingency plans
- Team support
- Training / coaching / mentoring
- Resolve operational issues
- Retail supply chains
- Review sales targets
- Monitor achievements
- Poor performance
- Performance counselling steps
Assessment
Assessment Information
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.
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;
- 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.
Career Pathways
Future growth
Strong
Unemployment
Low
- Business Sales Consultant
- Business Sales Representative
- Sales Associate
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