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Certificate of Professional Sales

$599.00$899.00

Course Outline and Topics

Course Overview

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.

Course Structure

Unit 1 - Present, secure and support sales solutions

  • Prepare for sales presentation
  • Products, ideas and services
  • Involvement and response
  • Checklists
  • Product information
  • Direct and indirect information sources
  • Features and benefits
  • Legislative requirements
  • Fair trading
  • Sales tactics
  • Preparation
  • Sales solutions
  • Passive selling
  • The presentation
  • Options and alternatives
  • Customer questions
  • Promote the enterprise
  • Present sales solution
  • Body language
  • Listening skills
  • Buyer, needs, preferences
  • Buyer motives and objections
  • Make notes
  • Questioning
  • Key points for a great sales presentation
  • Persuasive communication techniques
  • Key features
  • Product features and benefits
  • Feature / benefit comparisons
  • SPACED benefits
  • Translating features into benefits
  • Rational and emotional benefits
  • Build buyer understanding
  • Respond to buyer signals
  • Non-verbal buying signals
  • Buyer resistance
  • 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
  • Closing techniques
  • Summarise benefits
  • Specific terms
  • Existing customers
  • Addressing concerns
  • Conditions of agreement
  • Financing arrangements
  • Providing credit
  • Store cards
  • Complete sales documents
  • Quotations
  • Internal requisitions
  • Sales receipts
  • Cross-selling
  • Up-selling
  • Support post-sale activities
  • Buyer post-sale
  • After-sales support
  • Aspects of selling
  • Product manuals
  • Packaging and product labels
  • Technical support
  • Information for customers
  • Feedback solicitation
  • Product satisfaction
  • Five feedback flaws
  • Service problems
  • Client loyalty strategies
  • Facilitate ongoing contact
  • Customer reward programs
  • Additional sales benefits

Unit 2 - Develop product knowledge

  • Product knowledge
  • Key features
  • Strengths and weaknesses
  • Pricing
  • Negotiation
  • Warranties and agreements
  • Buyer appeal
  • Features into benefits
  • Rational and emotional benefits
  • Cross-selling
  • Down-selling
  • Comparisons
  • Legislative requirements
  • False or misleading representation
  • Product safety
  • Statutory warranty
  • Competitor products
  • Compare features, benefits and strengths
  • Competition
  • Bundling
  • Research competitors
  • Benchmarking and best practice

Unit 3 - Identify and plan sales prospects

  • Prospecting methods
  • Qualify methods
  • Evaluate strengths and limitations
  • The selling process
  • Warm and cold markets
  • Prospecting activities
  • Pull prospecting
  • Prospecting methods
  • Prospect lists
  • Current and previous customers
  • Cold calling
  • Target markets
  • Stage of life
  • Product life span
  • Early adopters
  • Qualifying leads and criteria
  • Buyer motives
  • Budgets
  • Buyer accessibility
  • Product affordability
  • Return for the seller
  • Legal compliance
  • Responsibilities
  • Prospect information
  • Recording systems
  • Systems and processing
  • The human element
  • Legislation
  • Effectiveness of system
  • Customer relationship management systems (CRMS)
  • Monitoring and evaluation
  • Individualised sales plans
  • Sales goals and quotas
  • SMART goals
  • Goal setting levels
  • Consultation structures
  • Communication structures
  • Leader boards
  • Customer contact
  • Plan individualised sales plan
  • Healthy and safety
  • Evaluation and adjustment
  • Celebrating achievements
  • Paperwork and reports
  • Routine reports
  • Sales orders
  • Facilitate record keeping
  • Workloads
  • Effective routines
  • Unanticipated events and activities
  • Reaction planning
  • Swallowing frogs
  • Time analysis
  • Prioritising steps
  • Non-productive sales activities
  • Managing interruptions
  • Saying ‘no’
  • Defrag your diary
  • Manage down-time
  • Weekly review and planning (WRAP)
  • Delegating tasks
  • Symptoms and dealing with stress

Unit 4 - Build customer relationships and loyalty

  • Customer relationships
  • Personalised and professional service
  • Promoting repeat business
  • Recommendations
  • Consumer protection legislation
  • False representations
  • Product safety
  • Statutory warranty
  • Customer loyalty
  • Brand advocates
  • Adding value
  • Customer benefits with promotions
  • Benefits and rewards
  • Benefits for retail organisations
  • Advertising
  • SMS marketing
  • Email marketing
  • Illegal and unethical practices
  • Customer trends
  • Informal assessments
  • Customer surveys
  • Customer complaints
  • Clarify information
  • Pacify customer
  • Identify customer dissatisfaction
  • Seek appropriate solutions
  • Listening
  • Resolve complaint

Unit 5 - Analyse and achieve sales targets

  • Analyse and attaining sales targets
  • Market research
  • Setting sales targets
  • Confirm team sales targets
  • Personal sales targets
  • Individual goals
  • Long-term goals and plans
  • Gross profit and net profit
  • Regular monitoring of sales targets
  • Analyse customers and performance
  • Competitors
  • Missing and exceeding sales targets
  • Customer analysis
  • 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
  • Records protection
  • Customer profile chart
  • Customer loyalty programs
  • Follow-ups
  • Extending sales opportunities
  • Reporting sales progress
  • Valid and reliable data

Assessment

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

Blogs

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Payment Information

Certificate Course

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Benefits

  • Recognised by employers as professional development;
  • Improve your employment opportunities;
  • Study online, anywhere via our elearning system;
  • Access to high-quality courses written by industry experts;
  • 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 issued for your CV (hard copy provided); and
  • Course may be tax deductible; see your tax advisor.

Career Pathways

Future growth

Strong

Unemployment

Low

  • Professional Sales Consultant
  • Professional Sales Representative
  • Retail Sales Professional
 
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$599.00

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  • $30/week
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$899.00