Content

• Changing sales environment
• Transactional vs consultative selling
• Time management
• Goal setting
• Territory management
• Eight stages of sales process

Learning Objectives

• Develop product and/or service knowledge and turn into benefits
• Employ prospecting methods, qualify prospects and manage prospect information
• Prepare for a presentation by identifying suitable strategies and sales aids
• Present sales solutions
• Link features to benefits to match the prospects needs
• Manage buyer resistance
• Identify and respond to verbal and non verbal buying signals
• Identify and use different methods of closing
• Finalise the sales agreement

This program is nationally accredited and includes assessment at AQF Level 4.

The learning outcomes provide the National Competency Standards for:

• BSBSLS402A – Identify sales prospects
• BSBSLS403A – Present sales solutions
• BSBSLS404A – Secure prospect commitment
• BSBSLS405A – Support post-sale activities

To download the course outline as a PDF, please click here.