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.
In this B2B sales coures, 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 and maintain business relationships
- Business development
- Networking objectives
- Taking advantage of networking opportunities
- Determine networking opportunities
- Establishing and maintaining business relationships
- Ethics and trust
- Effective two-way communication
- Common forms of communication
- Engaging with business contacts
- Planning opportunities
- Establishing rapport
- Barriers to business development opportunities
- Problem solving techniques to negotiate solutions
- Negotiation skills
- Specialist networking organisations
- Online networking resources
- Representing and promoting organisational interests
- Presentation skills
- Formal presentations
- Formal and informal networks
- Communicate issues regarding relationships
- Seek and respond to feedback
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
Study Hours
Estimated duration 60 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
Amazing and great support
K. Booysen, Tura Beach, NSW | Business to Business (B2B) Sales Success
Enjoyed doing this course. It was easy to log onto studies and submit work. I will be doing more courses through Australian Online Courses in the future.
S. Mellington, Evansford, VIC | Business to Business -B2B- Sales Success
Great experience. Website and course was easy to navigate and use.
W. Butterworth, Underwood, QLD | Business to Business – B2B – Sales Success
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
- Business Sales Consultant
- Business Sales Representative
- Sales Associate
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