Carrying out sales

The Content of this course is Divided into 2 Units Are as Follows- Unit 1: Preparation for carrying out sales -Failing to plan is planning to fail. This unit is designed to enable you to prepare thoroughly, prior to carrying out the sale. Guidelines are given on obtaining the necessary information and relating it to the customers’ needs. A framework is designed to help you draw up sales call plans and to set objectives for each individual customer. Attention is drawn to the sales aids you will require for each sales call. Unit 2: Building the right relationship when carrying out sales -Remember that first impressions last and you never get a second chance to make a first impression. A framework is designed to help you create the right relationship with the customer and gives guidelines on how to enhance your inter-personal skills with them. Advice is given on "actively" listening to your customer and relating your product/service benefits in terms that will satisfy each customer’s needs. Unit 3: Creating customer interest and desire when carrying out sales -Time is money and customers will not want their time wasted, hence the need to clearly state the benefits to them of dealing with your organisation. A framework is designed which helps you make the business meeting interesting and informative for the customer. Advice is given on how to put across your oganisation’s FAB (features, advantages and benefits). Unit 4: Dealing with customer objections when carrying out sales -During the business dialogue the customer may raise a number of areas for concern, eg price, quality, design or delivery. This unit provides you with a framework which is designed to ensure that you continue the right relationship with your customer and gives guidelines on how to be empathetic with them. Advice is also given on what to do if solutions cannot be found. Unit 5: Closing and documenting the sale when carrying out sales -In this unit a framework is designed to help you conclude the business meeting in a professional manner, with an emphasis on pleasing and satisfying the customer as the final outcome. Advice is given on how to understand and respond to buying signals. Guidelines are also given on the relevant documentation that is required, including your legal duties.