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.
Course Structure
Unit - Sales Management
Unit 1 – Developing sales concepts
- Marketing
- Sales
- Sales management
- Marketing and sales concepts
- Developing a sales concept
- Marketing and sales goals
- Understanding economics
- Performance criteria for an economy
- Economic ideas and principles are frequently expressed as “laws”
- Marketing
- Making contact
- Convincing the client
- The marketing concept
- Inconsistencies in the marketing concept
Unit 2 – Developing sales relationships
- Ways of managing sales
- Sales relationships
- Knowing your customers
- Classifying buyers
- Market segmentation
- Defining your customers
- Relationships with customers
- Leadership, consistency, reliability
- Communicating with confidence
- Presentation
- Conversational selling
- Woking relationships
- 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
- Deceptive practices
- High pressure sales
- Poor quality products
- Predetermined obsolescence
- Social responses to unethical marketing
- Environmentalism
- 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
- Business law
- International law
- Property rights
- The Westminster system
- Contract law
- 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
- Tracking trends
- Knowing your customers
- Sales forecasting
- Questionnaire examples
- Product life cycles
- Stages in a product lifecycle
- Growth spurts are normal
Unit 5 – Developing a customer strategy
- Motivation
- Some key factors about motivation
- Key strategies for dealing with customers
- Tried and true methods to increase sales
- Developing customer strategy
- Customer satisfaction
- The customer’s point of view
- Customer goodwill
- Essential strategies for producing quality service
- Positioning
- Branding
- Price
- Advertising
- Public relations
Unit 6 – Presentation strategy options
- Helping the product sell itself
- Displaying the product
- Locating your displays for best results
- Shop layout
- Layout
- Fixtures and fittings
- Space availability
- Display
- What sells best?
- Spacing
- Quantity displayed
Unit 7 – Closing a sale
- Steps in the sales process
- Opening a sale
- Closing a sale
- improving results in business
- Motivation
- The clientele
- Different motivations for buying
- Approach and avoidance
- Unconscious motivation
- Motivating sales staff
- Managing the decision-making process
- Swot analysis
Unit 8 – Managing yourself
- Time management
- Time wasters to avoid:
- Territory management
- Record management
- Records a salesperson should keep
- Sales records
- Stress management
- 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
- Solutions
Unit 9 – Managing a sales team
- Measuring performance
- Considering customer priorities
- Managing sales staff
- Choosing the best salesperson
- Consider the cost
- Developing a job description
- Staff induction
- Managing the established sales team
- Controlling the sales team
- Trait theories
- Style theories
- Contingency theories
- Shifting positions
- Monitoring sales performance
- Factors that can affect sales performance
- Sales territories
- The difference between sales and orders
- Break-even
- Top down or bottom up sales forecasting
- Bottom up forecasting
Study Hours
Estimated duration 50 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.
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;
- 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.
Payment Options
Visa, Mastercard, BPAY and Direct Deposit
Career Pathways
Future growth
Strong
Unemployment
Low
Professional Development for:
- Sales manager