Sales Skills |
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| Course Code | VBS108 |
|---|---|
| Fee Code | S2 |
| Number of Assignments | 12 |
| Duration (approx) | 100 hours |
Selling is the “pointy stick” end of the marketing process. It is the ultimate destination of the marketing process, but not the whole process. Marketing involves a much bigger and wider perspective, of which selling is only a part.
Marketing is the process of packaging up product features, pricing, promotions and distribution and presenting them to the market for consideration. It encompasses both the pre-sale and post sale process.
Selling on the other hand is a about getting your customer across the line. Persuading them to actually buy your product.
COURSE STRUCTURE
There are twelve lessons in this course; as outlined below:
1. Presentation and selling
Personality. "Never judge a book by its cover." A wise old saying! but people who buy do make judgements especially about sales people. Dress and grooming are top priority in selling. As well you must learn how to develop a selling personality.
2. Communication and Conversational selling. Learn the art of written and verbal communication in easy to understand terms.
3. Marketing (Buyer analysis and motivation) Presentation of products to consumers and motivating them to buy.
4. Management (Hierachy) Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
5. Helping the Product Sell Itself
6. Know your product and pre planning. Through observation, reading and listening get to know your products (pre planning is essential in today's complex society).
7. Selling made as simple as A B C. The procedure of selling.
8. "The Opening" (getting the attention of the buyer). Creating the right atmosphere for a sale to take place.
9. "Closing a Sale" (overcoming objections). Buyers will tend to look else where unless a salesman can close a sale in an appropriate amount of time (learn the secrets).
10. "Stress Management" Learn the art of relaxation through stress management techniques.
11. The Law and Selling
12. Report Assessment Writing. The majority of sales persons need to have the ability and skill to write a condensed and accurate report on which management will comprehend and act upon.
Aims
- 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.
Extract from course notes:
Buyers (consumers) can be divided into three categories :
a) thinking - Thinking buyers require facts.
b) feeling - Feeling buyers will respond emotionally to a sales person’s plea.
c) intuitive - Intuitive buyers believe that they have extra sense ‑ some insight which allows them to arrive at the right decision more often than others.
Within a short period, a professional salesperson can recognise which type of buyer s/he is dealing with and can vary her/his sales technique accordingly.
"Buyer Motivation" ‑ is it a need, is it the price or the quality of the product? A professional salesperson must understand what motivates consumers to buy.
The following points provide an appreciation of buyer motivation:
- There is a motive behind every human action.
- There is always a prime motive and a subsidiary motive. The salesperson, whilst concentrating on the prime motive, must never overlook the subsidiary motives.
- Different buyers buy similar equipment, but often for different reasons. Selective motives should be used when applicable.
- There are rational and emotional buying motives, and the importance of emotional motives should never be underestimated.
- The salesperson's objective should always be to try to include in his/her sales offer, the motivational force which will impel the buyer to buy.
- Buyers first fulfill basic needs, but often do not recognise their real needs.
- Benefits should be 'personalised'.
- A salesperson turns needs into wants by proving benefits to the buyer or his/her company.
Discover the salesperson in you! This informative twelve lesson course develops skills in selling. Learn about sales presentation, communication skills, buyer analysis & motivation, decision making, problem solving, knowing your product, opening & closing skills, sales reports, & more.
