Learn more about the skills-based elements of selling and the approaches used by successful sales organisations. By taking this Introduction to Sales Management course, you can learn the key skills needed to be effective in sales. While using traditional selling tenets as its foundation and teaching you the role of sales in everyday life, this course adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.
Personal selling is the process of interacting one-on-one with someone to provide information that will influence a purchase or action. Successful selling is not something you do to a customer, it’s something you do with them. This course will first teach you the role of selling in everyday life, in the economy, and in an organisation. Different types of selling channels and selling environments will also be covered.
Module 1 - Success in Sales
On successful completion of this module, students will be able to: Explain the role of selling in everyday life Define the role of selling in the economy Explain the role of selling in an organisation List the characteristics of a brand Identify the differences between sales and marketing Define your personal brand
Module 2 - Choose Your Path
In this module the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business or business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies, and the actions that you take are the defining traits for a salesperson. The module also explains how to format your résumé and cover letter through the use of objectives, headings and bullet points, in order to get the job you want.
Module 3 - Relationship Selling
Module 3 covers the power of building relationships and how to be a success in selling; you have to make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a higher likelihood of a sale and a loyal repeat customer. The module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or situation. The use of customer relationship management tools is also covered such as the use of databases for recording sales and sale preferences. You will also gain an understanding of networking both from a sales position in regard to customers and a job hunting position in regard to securing work.
Module 4 - Assessment