If you’re looking for a career that challenges you and promises great rewards, then professional sales is for you.
The Certificate of Professional Sales is an online professional development program that will develop your professional selling skills and enhance your success in developing loyal customer relationships.
In this online professional sales course you will discover the sales process, learn how to identify potential sales prospects, manage your own sales performance and learn how to present sales solutions that meet the needs of your customers.
Throughout this sales course you will discover the critical skills required to analyse, set, achieve and exceed personal and team sales targets. You will also learn the techniques associated with securing prospect commitment to successfully negotiate and close a sale.
You will learn how to turn objections into benefits, professionalise your sales presentations and make presentations an effective closing tool. Finally, you will learn how to build and strengthen the partnership between yourself and the customer to enhance the prospect of future sales.
On completion of this course you will feel confident to analyse, achieve and exceed sales targets for an organisation or company.
Unit 1 - Present, secure and support sales solutions
Prepare for sales presentation
Products, ideas and services
Involvement and response
Direct and indirect information sources
Features and benefits
Options and alternatives
Promote the enterprise
Present sales solution
Buyer, needs, preferences
Buyer motives and objections
Key points for a great sales presentation
Persuasive communication techniques
Product features and benefits
Feature / benefit comparisons
Translating features into benefits
Rational and emotional benefits
Build buyer understanding
Respond to buyer signals
Non-verbal buying signals
Strengths and limitations
Source of objection / resistance
Using probing questions
Buyer resistance strategy
The boomerang approach
Closing the sale
Techniques for closing
Negotiate and finalise sale
Selecting closing strategy
Conditions of agreement
Complete sales documents
Support post-sale activities
Aspects of selling
Packaging and product labels
Information for customers
Five feedback flaws
Client loyalty strategies
Facilitate ongoing contact
Customer reward programs
Additional sales benefits
Unit 2 - Develop product knowledge
Strengths and weaknesses
Warranties and agreements
Features into benefits
Rational and emotional benefits
False or misleading representation
Compare features, benefits and strengths
Benchmarking and best practice
Unit 3 - Identify and plan sales prospects
Evaluate strengths and limitations
The selling process
Warm and cold markets
Current and previous customers
Stage of life
Product life span
Qualifying leads and criteria
Return for the seller
Systems and processing
The human element
Effectiveness of system
Customer relationship management systems (CRMS)
Monitoring and evaluation
Individualised sales plans
Sales goals and quotas
Goal setting levels
Plan individualised sales plan
Healthy and safety
Evaluation and adjustment
Paperwork and reports
Facilitate record keeping
Unanticipated events and activities
Non-productive sales activities
Defrag your diary
Weekly review and planning (WRAP)
Symptoms and dealing with stress
Unit 4 - Build customer relationships and loyalty
Personalised and professional service
Promoting repeat business
Consumer protection legislation
Customer benefits with promotions
Benefits and rewards
Benefits for retail organisations
Illegal and unethical practices
Identify customer dissatisfaction
Seek appropriate solutions
Unit 5 - Analyse and achieve sales targets
Analyse and attaining sales targets
Setting sales targets
Confirm team sales targets
Personal sales targets
Long-term goals and plans
Gross profit and net profit
Regular monitoring of sales targets
Analyse customers and performance
Missing and exceeding sales targets
Sales performance analysis
Factors affecting sales targets
Evaluating sales performance
Sales territory management
Product and service features
Identify changing circumstances
Creating new sales targets
Sales forecast and targets
Addressing sales under-performance
7 critical customer expectations
Managing under-performing staff
Identify customers with strong sales
Customer profile chart
Customer loyalty programs
Extending sales opportunities
Reporting sales progress
Valid and reliable data
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;
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 entry requirements or pre-requisites for entry into this program.
How long will it take to complete this course?
The approximate study hours for this course is 75 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: $250.00. Printed materials are available for purchase at any time and not require to complete this 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.