Sales managers who understand the sales process are in demand for their ability to drive sales and manage teams. So, if you aspire to work as a sales manager, this online course will give you the skills and confidence to succeed.
Certificate of Sales Management is a professional development course that will develop your sales and management skills to oversee the entire sales process.
In this sales management course, you’ll learn about sales concepts to assist marketing goals, communication and relationships, ethical and legal considerations, product development and customer strategies. You’ll also discover how to create powerful sale results through self and team management.
On completion of this course, you’ll have developed the skills and knowledge you need to manage the sales process.
Unit - Sales Management
Unit 1 – Developing sales concepts
Marketing and sales concepts
Developing a sales concept
Marketing and sales goals
Performance criteria for an economy
Economic ideas and principles are frequently expressed as “laws”
Convincing the client
The marketing concept
Inconsistencies in the marketing concept
Unit 2 – Developing sales relationships
Ways of managing sales
Knowing your customers
Defining your customers
Relationships with customers
Leadership, consistency, reliability
Communicating with confidence
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
High pressure sales
Poor quality products
Social responses to unethical marketing
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
The Westminster system
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
Knowing your customers
Product life cycles
Stages in a product lifecycle
Growth spurts are normal
Unit 5 – Developing a customer strategy
Some key factors about motivation
Key strategies for dealing with customers
Tried and true methods to increase sales
Developing customer strategy
The customer’s point of view
Essential strategies for producing quality service
Unit 6 – Presentation strategy options
Helping the product sell itself
Displaying the product
Locating your displays for best results
Fixtures and fittings
What sells best?
Unit 7 – Closing a sale
Steps in the sales process
Opening a sale
Closing a sale
improving results in business
Different motivations for buying
Approach and avoidance
Motivating sales staff
Managing the decision-making process
Unit 8 – Managing yourself
Time wasters to avoid:
Records a salesperson should keep
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
Unit 9 – Managing a sales team
Considering customer priorities
Managing sales staff
Choosing the best salesperson
Consider the cost
Developing a job description
Managing the established sales team
Controlling the sales team
Monitoring sales performance
Factors that can affect sales performance
The difference between sales and orders
Top down or bottom up sales forecasting
Bottom up forecasting
Estimated duration 50 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
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.
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;
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 50 hours. We offer twelve (12) months’ access, with extensions available upon application (fees apply).
Can I purchase optional printed materials?
While printed materials are not available for purchase, PDF copies are available for download and self-printing for this program.
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.