Sales Management 100 Hours Certificate Course

There are 9 lessons:

1. Developing Sales Concepts
   • Goods & Services, Ways of Managing Sales, Developing a Sales Concept, Planning Ahead, Understanding Selling, Understanding Buyers, Steps in the Sales Order, Increasing Sales
2. Developing Sales Relationships
   • Sales Methods, Presentation & the Selling Personality (personality traits of a salesperson), Communication skills and conversational selling
3. Sales Ethics
   • The Law and Ethics, Social Problems, Pricing, Deceit, High Pressure Sales, Poor Quality Products, Predetermined Obsolescence, The Impact of Marketing and Selling on Society, Public Responses to Modern Marketing Trends (eg. Consumerism, Environmentalism etc), Enlightened Marketing
4. Building Product Knowledge
   • Good & Bad Features (eg. Make/trade name; Model; Purpose or use; How & where it is manufactured; Materials used; Wholesale/retail price; Guarantees; Warranty; Spare parts (availability and location); Service Costs)
   • Knowing the Competition etc.
5. Developing a Customer Strategy
   • Types of Buyers, Buyer Motivation, Difficult Buyers, Key Rules for Every Salesperson
6. Presentation Strategy Options
   • Displays (eg. Locating Your Displays For Best Results), Shop Layout, Trade Displays etc.
7. Closing a Sale
   • Difficulties with closing a sale & solutions, importance of the personal approach.
8. Managing Yourself
   • Time management, Territory management, Record Management, Sales Records, Stress Management
9. Managing a Sales Team
   • Building quality partnerships.