|
Programme Name |
Selling Skills |
| Outcome |
- To be able to implement the basic selling steps when developing new
opportunities.
- Develop the ability to follow the S.P.A.R. system when interacting with an
existing or potential customer .
- Be able to question effectively and overcome sales objections.
- Have the confidence to approach new opportunities, either telephonically or
face to face.
- Understand the importance of creating and keeping customers
|
| NQF Certification |
Our programmes are with in the National Qualifications framework and our recognised certificates are an incremental step towards a national diploma. The credits available are worked on the course outcome |
| NQF Level |
Level 5 |
| Credits |
21 |
| CONTENT |
Module No. |
Module Title |
Assessment Process |
1 |
Effective Communication as a Sales Tool
Be able to discuss and explain each element and Leadership theory. With reference to the Leadership Model and communication Process Diagram, so all questions can be answered factually correct, and in your own words |
- Questionnaire Written \ Verbal
|
2 |
Sales Cycle
Have the ability to develop our own sales formula Understanding buying and selling motives Features & Benefits |
- Workshop & Practical Application
|
| 3 |
Power Based Selling
The purpose of this module is to discuss power and its impact on Situational Leadership and Situational Selling |
|
4 |
Negotiation Skills
The aim of this competency-based module is to help participants develop the necessary Negotiation Skills needed at all levels within an organization. The Programme is designed to help the participant to understand the negotiation process. To develop the skills to conduct win\win negotiations, both internally and externally. The programme also provides the answers to the fundamental questions of preparation interaction and reaching satisfactory agreements. |
- Demonstration
- Assignments
|
| Purpose |
This programme is designed to help participants develop and improve professional selling skills. To increase awareness of customer opportunities and customer potential. |
| Assessment requirements: |
Pre-course Assessment for identity of specific needs of the learner |
| Accreditation requirements: |
None at present |
Style of learning and training
|
- Action Learning
- Group Discussions
- Practical Work
- Assignment Work
- Instructor Comments
- Instructor Feed Back
- Syndicate work
|
| Learning environment |
Training auditoriums, In-house – company training rooms |
| Assessment methods |
Workshop comparative tests. On the job assignments. Role-plays questionnaires. |
| Relevance |
Assessed with relevant organisational needs and objectives |
| Integration |
Theory & Practice: Through the process approx. 60% practice – 40% theory.
Critical Cros field outcomes:Selling Ideas to people |
| Access |
Entry requirements: Dependant on in-house or attendance of public classes Recognition of Prior learning: None Exemptions: None at present |
| Language policy |
Be able to speak and read English |
| Learning materials |
Training manuals and reference books |
| Cost |
R2 400.00 (Excl vat) |
| Training Venue |
In-house Training Only |
| Number of delegates |
Minimum of 8 Delegates Required |
| Duration |
2 Days |
|
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