Sales Skills

Overview

Many companies today are seeking not just ‘ suppliers’ but ‘partners’. These companies want to do business with organisations that can assist them to save money, make money or in some way add value to their business offering.

To succeed in today’s highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but require an understanding of their clients’ businesses and how they can contribute positively to their success.

Salespeople have to act as advisers, problem solvers and consultants and be able to demonstrate how they can promote growth, profit and enhanced customer satisfaction for their clients.

This Short Course explains the various roles and responsibilities of the professional salesperson. It demonstrates how through skill, self organisation, knowledge and strategy, they can effectively maintain and develop existing business, create new business and successfully ‘lock out’ the competition.

Topics Covered

• Best practices in Personal Selling
• Basic steps in the Personal Selling Process
• Acquiring product and service knowledge
• Prospecting
• Making the approach
• Identifying customer needs
• Making the presentation
• Closing sales
• Following up
• Self organisation
• Identifying and analysing business opportunities
• Setting sales objectives
• Organising and managing the sales territory
• Forecasting sales
• Making optimum use of your sales resources
• Building and strengthening customer relationships

Who should attend

This Short Course is especially valuable to:

• Those who are new to sales or are contemplating a career in sales
• Those who already occupy a sales position but lack formal training
• Those in management who are dependent on or responsible for sales results but do not themselves possess a sales background