The ability to be persuasive is an essential skill for all sales jobs. In communicating how the product or service you’re selling will meet the buyer’s needs and desires, product knowledge plus an ability to relate to people is crucial.
- Be a better salesperson
- Learn to close the deal
- Start a new business or grow an existing one
- Advance your job prospects
- Develop your professional expertise in marketing
This course guides you through many different methods of Opening and Closing a Sale. Discover the secrets of successful sales people and draw out the ammunition you need to take charge of your career today.
- Explain the importance of first impressions and learn how to develop a selling personality.
- Explain the art of written and verbal communication in easy to understand terms.
- Explain how to present products to potential customers and how to motivate them to buy.
- Explain how to communicate with your managers and superiors.
- Explain how to help your product to sell itself.
- Explain the importance of preplanning, observation and listening is important in selling.
- Explain the procedure involved in selling
- Explain how to create the right atmosphere for a sale to take place.
- Explain how to close a sale.
- Identify and manage stress levels in a sales situation
- Explain the law in relation to selling.
- Write a condensed and accurate sales report.
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Detailed Course Outline
This course is made up of a number of modules. Each of these has self assessment questions, a set task (practical homework) and an assignment which you can upload online. Select each module below to learn more.
There are 12 lessons in this course:
Presentation and Selling Personality
- Personal Style Inventory
- Personal Style Inventory Scoring Sheet
- Strengths and Weaknesses of the Different Types
- Generalizations and Implications
- The Selling Personality
Communication and Conversational selling
- What is Communication?
- Types of Communication
- Different methods available for communicating
- Speaking in Public
Marketing and Product Presentation
- Buyer motivation
- Structuring an Advertisement or Promotion
- The Marketing Message
- Marketing – What you need to know
- Concepts in Marketing
- Defining the target market
- Understanding the Supervisory position
- Different ways to communicate
- Filing information
- Stock control
- Organisational Structures
- Sales Team Structure/ Chain of Command
- Management Styles
- Conflict Resolution Techniques
Helping the Product Sell Itself
- Principles to follow when buying
- Shop layout
- Assisting customers in identifying a need for the product
Know your product
- Market research
- Types of Data
- Ways of Gathering Data
- Commonly researched factors
- Listen to the Customer
- The importance of product knowledge
The ABC of selling
- Sales formula
- Steps to the order
- The ABC of selling
- Qualify and assess prospects
- Different ways to sell
- Types of customers
- What the sales person should know
- Key rules every sales person should follow
- Ethics in sales
- Convincing the customer
- Principles of approaching prospects
- Avoid Selling under Adverse conditions
- Getting attention
- Motivation to buy – additional approaches
Closing a Sale
- Sales Stoppers
- Signals that the buyer is intending to make a purchase
- Asking for the order
- Closing techniques
- Getting the buyer decision – close
- Understanding the decision making process
- Body Changes
- What exactly is causing your stress
- A Stress Management Program
- Methods of reducing and controlling stress
- Effects of stress on health and well-being
- Drugs and Alcohol
- Managing your career
- Standing out and progressing
The Law and Selling
- Business Law
- Contract Law
- What is a Contract
- Who can establish a contract?
- Marketing Law
- Consumer Law
- Warranty and Condition
- International Legal Rules Regarding Sales Contracts
- Types of Language
- Connotation and Denotation
- Literal and Figurative Language
- Formal and Informal Language
- Communication Channels
- Clear Wording
- Making Meanings Clear
- Causes of Confusion
- Concise wording
- Condensing your writing
- Parts of speech
- Sentence Structure
- Visual Communication: Charts, Graphs, etc
When you have completed the lessons of your Certificate course, you will be given the option of taking the optional exam. It's okay if you don't want the exam, we still issue your Careerline Certificate. For Advanced Certificates however, the exam is compulsory (per module) and are included in the course fee.
Thea Roberts B.Comm., M.A.
Liselle Turner Bachelor of Business (Marketing), Diploma in Hospitality Management, Certificate IV in Training and Assessment
Chad Osorio B. Psych. Juris Doctor
Frequently Asked Questions
Can I pay in installments?
Yes! We offer great payment plans, however full payment up front is the cheapest. You can choose the best payment plan for you from the course page, or call us on 07 55368782 to talk to one of our course consultants for a custom plan.
Can I study from anywhere in the world?
We have many international students. Careerline's range of courses are suitable for any one, anywhere in the world.
Do I get a discount if I enroll in a second course?
Yes. You may claim a 5% fee discount when you enroll in a second course, and a further 10% off a three-course package.
Do I have to sit an Exam?
No. If you are enrolled in a Certificate course (100hrs), the exam is optional. You will be issued with a certificate which proves that you are competent in all units, if you choose not to sit the exam.
Do you have set start dates?
There are no set start dates, you may start at any time. Our courses are all self-paced. As our home page says, ‘Courses for Anyone, Anywhere, Anytime’. ‘Anytime’ includes the start time of your choice. However, we do encourage our students to submit assignments on a regular basis. Wherever possible, we suggest developing a study routine.