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Certificate of Business Sales


Course Outline and Topics

Course Overview

The Certificate of Business Sales 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.

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 client relationships and business networks

  • Initiate communicate with clients
  • Identify preferred client communication styles
  • Establish rapport with client
  • Non-verbal communication
  • Verbal communication
  • Investigate opportunities
  • Positive and negative feedback
  • Two way communication
  • Barriers to effective communication
  • Communication processes
  • Business writing
  • Client relationship strategies
  • Client loyalty objectives
  • New clients versus repeat business
  • Strategic view
  • Define the objectives
  • Client profile information
  • Profiling
  • Loyalty strategies
  • Accurate product descriptions
  • Complaint resolutions
  • Stock and deliveries
  • Telephone answering times
  • Indicators
  • Maintain customer relationships
  • Ongoing client feedback
  • Assessments and questionnaires
  • Interviews
  • Focus groups
  • Feedback forms
  • Problems with feedback
  • Effective data
  • Using feedback data
  • Build and maintain networks
  • Maintain business contacts
  • Business associations
  • Professional development activities
  • Establish network support for business
  • Channels to exchange information
  • Written correspondence

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


Written assignments and exercises, including short-answer questions, reports/essays and projects. There are no examinations or due dates for assessment.


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Payment Information

Certificate Course



  • 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;
  • No entry requirements;
  • All course materials provided online – no textbooks to buy;
  • Unlimited tutor support;
  • Easy to understand course content;
  • Unlimited enrolment with no expiry;
  • Certificate of Attainment/Completion issued for your CV (hard copy provided); and
  • Course may be tax deductible; see your tax advisor.

Career Pathways

Future growth




  • Business Sales Consultant
  • Business Sales Representative
  • Sales Associate
  • Best value option
  • Includes unlimited access


  • $150 deposit
  • $30/week
  • No credit checks required


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