Whether you want to improve your sales prowess, start a new venture or grow an existing business, this sales skills course equips you with the knowledge you need to succeed.
The Sales Skills Program is a professional development course that will provide you with proven sales methods to help you succeed in a sales career.
In this online sales course, you will learn about the different types of selling personalities, communication and conversational selling, buyer analysis and motivation, marketing for sales and strategies to close the sale.
You will learn about managing stress levels in a sales situation, the law in relation to selling and writing concise and accurate sales reports.
On completion of this course, you will feel confident to pursue a career as a professional salesperson.
Unit - Sales Skills
Unit 1 – Presentation and selling personality
Personal style inventory
Personal style inventory scoring sheet
Interpretation of the personal style inventory
Feeling and thinking
Strengths & weaknesses of the different types
The selling personality
Unit 2 – Communication and Conversational selling
What is communication?
Types of communication
Methods available for communicating
Stages of communication stages
Speaking in public
Basic principles of public speaking
Delivery and deportment
Structure of speech
Use of language
Purpose of the speech
Be logical and truthful
Unit 3 – Marketing and product presentation
Structuring an advertisement or promotion
The marketing message
Message evaluation & selection
Materials direct labour overheads
Marketing – what you need to know
Concepts in marketing
The product concept
Defining the target market
Determining market segmentation
What sells best
Unit 4 – Management
Communicating with management
Understanding the supervisory position
Different ways to communicate
Telephone, fax and mobile phone
Meetings and face to face contact
Formal and informal organisational structures
Sales team structure /chain of command
Autocratic but humanistic
Target orientated management
Conflict resolution techniques
Unit 5 – Helping the product sell itself
Principles to follow when buying
Credit or cash
Personal service, mail order or self service
What sells best
Fixtures and fittings
Layout, signs and spacing
Assisting customers in identifying a need for a product
Unit 6 – Know your product
Steps involved in market research
Types of market research
Types of data
Ways of gathering data
Commonly researched factors
Listen to the customer
The importance of product knowledge
Unit 7 – The ABC of selling
Steps to the order
The ABC of selling
Qualify and assess prospects
Different ways to sell
Sales team to buyer group
Types of customers
The sales person should know
A good sales person should possess the following characteristics:
A successful salesperson will:
Key rules every salesperson should follow
Ethics in sales
Unit 8 – The Opening
Convincing the customer
Principles of approaching prospects
Avoid selling under adverse conditions
Self-made adverse conditions
Buyer generated conditions
The question opening
The reference opening
The sales aid opening
The link opening
Motivation to buy – additional approaches
The curiosity approach
The fear approach
The gift approach
The personal interest approach
The opening approach summarised
Unit 9 – Closing a sale
Signals that the buyer is intending to make a purchase
Asking for the order
The alternative close
The summary close
The fear close
The isolation close
Verbal-proof story close
‘Influencing the mind’ close
The concession close
Using a minor point to close
Get the buyer decision – close!
Making a decision
Heuristic procedures in decision making
Stages of the decision making process
Recognising a problem
Post purchase processes
Unit 10 – Stress Management
Body changes (due to stress)
Are you stressed?
Common symptoms of stress
What exactly is causing your stress
Do you live for your work?
What are you getting out of life?
Are you achieving your goals?
Do you make time for yourself?
The flight or fight response
A stress management program
Methods of reducing and controlling stress
Aromatherapy and hypnosis
Autogenics for stress control
Effect of stress on health and wellbeing
Drugs and alcohol
Managing your career
Goals to follow
Reviewing your career
Standing out and progressing
Unit 11 – The Law and Selling
Role of the courts
What is a contract
Making an offer, negotiation, acceptance
Types of offers
Examples of offers
When an offer does not lead to a contract:
What is an acceptance?
Using a seal
Consideration must be seen to be adequate
Who can establish a contract?
Warranty and condition
Liability of manufacturer
Statutory liabilities to manufacturers
International legal rules regarding sales contracts
United nations convention on contracts for the international sale of goods (CISG)
Unit 12 – Report Writing
Types of language
Connotation & denotation
Literal & figurative language
Formal & informal language
Vertical internal communication business
Horizontal internal communication
Making meanings clear
Causes of confusion
Causes of ambiguity
Condensing your writing
Parts of speech
When you study with Australian Online Courses you will be assessed using a competency-based training method. Competency-based training focuses on a learner’s ability to receive, respond to and process information to achieve a competency result. As such, skills-based and knowledge assessments are geared towards attainment to meet industry-defined standards.
Assessment will be comprised of written assignments and exercises, including short answer questions, reports, essays, research projects and reflective tasks. 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.