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Sales Management Online Course

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100% Online Certificate

1-on-1 Tutor Support

Any Device, Any Time

Self Paced Study

For any company or organisation to have success financially it must have a desirable product. This product must be of need to a large proportion of the general public. Advertising, using all available media outlets, should get the message across. But the most important link after the manufacturing and advertising (marketing) is the salesperson/sales representative – The person who actually sells the product to the consumer. Without him, the financial/corporate world would come to a halt!

This course will take you from developing a strong personality (confidence and knowledge) through to communication, marketing, dealing with upper management, getting to know your product, the A B C of selling, the opening and closing or a sale, stress management, how to increase your company’s profits, etc.

Course Aims:

  • Explain how a sales concept reflects and aids the marketing goals of an organization.
  • Identify key ways to develop good sales relationships with customers and others.
  • Identify ethical and legal considerations in sales.
  • Explain the importance of product knowledge and what it includes.
  • Explain the role of a developed customer strategy and how to create one.
  • Identify elements of good product presentation.
  • Explain the stages of a sale and how to achieve results.
  • Describe the importance of self-management to sales success.
  • Identify and explain key methods for managing a sales team.
  • Identify and explain key methods for managing a sales team.

Detailed Course Outline

There are 8 Lessons in this course:

1. Developing Your Product Knowledge

    • Knowledge of products and services
    • Sources of information
    • Considering wider industry
    • Products purposes and uses
    • Multifunctional products
    • Identifying product features
    • Warranties and guarantees
    • Product benefits
    • Presenting features to the buyer
    • Industry-specific language
    • Following organisational requirements
    • Legislation
    • Evaluate competitors’ products
    • Establish relative standing of the organisation’s product with the competitors’

2. Know Your Consumer

    • Gathering information about the market
    • Relationship between marketing plan and business plan
    • Market segmentation
    • Identifying consumer attributes
    • Testing product features
    • Drawbacks to testing product features
    • Consumer need for product or service
    • Reviewing past performance
    • Marketing functions and processes
    • Metrics for measuring marketing effectiveness
    • Planning based on consumer behaviour
    • Testing influences on consumer behaviour
    • Applying information
    • Anticipating demand for a new product or service
    • Capability to respond to demand
    • Presenting focus of appeal
    • Presenting to stakeholders
    • Digital marketing
    • Legal and ethical obligations
    • Privacy laws
    • Costs for promotion of activities

3. Identify Sales Prospects

    • Employ prospecting methods and qualify prospects
    • Identify prospecting methods
    • Outbound and inbound prospecting
    • Identifying your customers
    • Qualifying leads
    • Buying motives
    • Legal compliance

4. Develop a Sales Plan

    • Identify organizational strategic direction
    • Strategic direction of the organization
    • Business plan and Marketing plan
    • Factors affecting performance
    • Market segmentation
    • Determining sales targets
    • Estimating potential revenue
    • Measures for monitoring performance
    • Customer/client-based feedback
    • Establishing business objectives
    • Sales approaches to meet objectives
    • Expertise requirements
    • Budgetary resources
    • Developing a contingency plan/risk control
    • Developing advertising and promotional strategy
    • Product distribution channels
    • Preparing a budget
    • Proposals for resource requirements
    • Identifying staff resources
    • Developing a selling approach
    • Training staff
    • Knowledge of product details
    • Monitoring implementation
    • Recording data
    • Adjusting the sales plan

5. Implement Sales Plan

    • Implement promotional strategy
    • Sales Plan: sales strategies and targets
    • Legislation and Codes of practice
    • Promotional strategies
    • Calculations for budgets and timeframes
    • Organizational requirements
    • Marketing
    • Distribution channels
    • Training employees
    • Training strategies
    • Delivering a quality client service
    • Planning and implementing training
    • Promotional materials
    • Monitor and review sales plan implementation
    • Criteria to measure effectiveness of your strategy
    • Performance criteria
    • Monitoring sales activities
    • Performing evaluations
    • Making adjustments
    • Feedback

6. Build Client Relationships & Networks

    • Communication styles and methods
    • Understanding your client’s vs your preferred style and method
    • Verbal and Non-verbal communication
    • What is positive feedback?
    • Two-way communication, Open questions, and Active listening
    • Potential barriers to effective communication
    • Client relationship management strategies
    • Client loyalty objectives
    • Assessing information within a client’s profile
    • Developing client loyalty strategies
    • Client care and client service standards
    • International Organisation for Standardisation (ISO)
    • Monitoring satisfaction levels
    • Build and maintain networks
    • Business associations
    • Professional development activities
    • Establishing communication channels
    • Providing, seeking and verifying information

7. Lead and Manage a Sales Team

    • Set sales teams objectives
    • Planning sales operations
    • Budgeting Process
    • Equal opportunity, diversity, equity and anti-discrimination
    • Job Analysis
    • Recruitment and Selection Process
    • Induction
    • Initial Training
    • Training Methods
    • Sales Compensation Plans
    • Deciding Compensation Levels
    • How to Coach and Mentor Individuals
    • Key questions to ask
    • Achieving a client-focused approach with the team
    • Sales Volume
    • Conversion rates
    • Cross-selling ratios

8. Manage Quality Customer Service

    • Investigating customer needs
    • Identifying and assessing customer needs
    • Customer needs in the planning
    • Quality of products
    • Quality of service
    • Business plans
    • Goals and targets
    • Delivery processes
    • Purpose of monitoring
    • Problem solving
    • Provide support
    • Methods for monitoring progress
    • Customer relationship management
    • Using monitoring results to effect change
    • Gathering customer feedback
    • Customer complaints
    • Using customer feedback to improve service
    • Human resources
    • Physical resources
    • Making decisions
    • Appropriate individuals and groups
    • Monitoring reports
    • Customer communications

 

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Course  Info

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Additional information

Duration

Exam

Tutor Support

Qualification

Zeefi 600

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Our courses are self paced. You set your own study schedule to fit around your life. Study from home on any device, at anytime!

F.A.Q's

Yes! Our courses are designed specifically for that.  You can study our courses from nearly anywhere in Australia or even globally. You will need an internet connection and a connected device.

Don’t Panic!  It’s ok, many of our students left school a long time ago, and many others are still new to online learning. We will help you each step along the way from enrolment, course access, completing your first module, getting your feedback and contacting your support tutor.  We understand that it might not feel familiar to you, but we’re here to help.

Study with us is self-paced so that should generally be fine. But if you’ll be taking a few months off, it is best to contact Student Services so we can put your account on hold.  We allow a one-time course suspension (free of charge) of up to 6 months, depending on the student’s course end date.

We accept enrolments all year round, thus our motto “Anytime, Anywhere”. Students can start their course upon enrolment or put it off at a later date. However, please do note that the courses have set end dates. If you’re starting at a later date, please let us know.

Yes, please scroll down to the bottom of the page for all of our payment options.

Yes this course is self paced.  Work at your speed through the material.  We have found students do best when submitting only one assignment at a time and waiting for feedback before submitting the next.

We allow 24 months duration within which you may finish the course within your own timeframe.

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There are a lot of options for online learning, and we’re glad that you’ve decided to look into Careerline.  We want to be your go-to learning spot, so we’ll make you these promises:

You’re never just a number. You’re a student with goals and challenges and we want to help you in any way we can.

Your goals matter. Whether you’re just starting a new hobby or trying to transform your career, your goal is important and it’s worth your time and our devoted attention.

When you reach out, we respond. You’re wondering right now, “Will they take my money and disappear?” When you join, you are part of the family. Need something? Just contact us and we’ll get right back to you. Have questions, concerns, or feedback about your learning? We love talking about learning, and we love talking to our customers, so we can’t wait for you to get in touch.

7 Day Refund if you are not satisfied.  If you are not satisfied with our service or content we will happily refund your money.  Terms & Conditions do apply.

Our Courses

First and foremost our courses are 100% online courses BUT they are still very practical!  You will learn many practical skills, do some research, field trips and much more.  

All learning is best done by doing, so our online courses are designed to give you the foundation knowledge you need and to get you out there and doing whatever it is that you love.  

This sets our students up for success. 

    • 100% Online
    • Practical 
    • Certificate issued on completion
    • 1-on-1 tutor support
    • Flexible payment options
    • Self paced study

Getting where you want to go with your studies and/or career, involves much more than just reading or watching a video.  Knowing how to learn, how to research and find out new information, how to judge if the source of information is any good and how to find out what is happening in your industry and creating a network are vitally important!  Our courses will help you do all that.

We have mini self assessment tests so that you can be the judge of how well you understand the material and then a set task where you will undertake some form of practical exercise.  But best of all is the one-on-one expert tutor feedback you get with each task you submit.  

Online study can by difficult but our tutors are there to help you every step of the way.  

 

Courses on devices
Courses on devices

First and foremost our courses are 100% online courses BUT they are still very practical!  You will learn many practical skills, do some research, field trips and much more.  

All learning is best done by doing, so our online courses are designed to give you the foundation knowledge you need and to get you out there and doing whatever it is that you love.  

This sets our students up for success. 

    • 100% Online
    • Practical 
    • Certificate issued on completion
    • 1-on-1 tutor support
    • Flexible payment options
    • Self paced study

Getting where you want to go with your studies and/or career, involves much more than just reading or watching a video.  Knowing how to learn, how to research and find out new information, how to judge if the source of information is any good and how to find out what is happening in your industry and creating a network are vitally important!  Our courses will help you do all that.

We have mini self assessment tests so that you can be the judge of how well you understand the material and then a set task where you will undertake some form of practical exercise.  But best of all is the one-on-one expert tutor feedback you get with each task you submit.  

Online study can by difficult but our tutors are there to help you every step of the way.  

 

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We respect your time & privacy. We won't call you unless you ask. To book a free, no pressure chat, schedule a time below: