Sales Training Programme

Duration: 5 + Days

Course Objective:

This course is the equivalent of the ISMM QCF Level 3 Diploma in Sales and Marketing. A 5 day programme on a timescale to suit each organisation. It is for individuals/teams who want to improve their knowledge and skills in selling and marketing, or have responsibility for sales accounts/areas, or need to develop their ability to use relevant understanding, methods and skills to initiate and complete tasks and address well defined problems which have some complexity.

Course Contents:

Day 1

Introduction to the Sales Training Programme

Understanding Laws and Ethics of Selling

• Understanding laws affecting selling
• Understanding the ethics of selling

Time and Territory Management

• Be able to manage own use of time
• Be able to develop a sales call plan
• Be able to develop a plan to manage sales within a territory

Day 2

Using Market Information for Sale

• Understand the importance of obtaining and storing sales-related information
• Be able to obtain sales-related information about customers, markets and competitors
• Be able to use analytical tools and methods to provide sales-related information

Prospecting for New Business

• Plan to prospect for new business
• Analyse information to create a list of prospects and suspects
• Making appointments with prospects

Day 3

Preparing and Delivering a Sales Presentation

• Be able to prepare a Sales Presentation
• Be able to deliver a Sales Presentation
• Be able to evaluate a Sales Presentation

Day 4

Sales Pipeline Management

• Understand the importance of pipeline management
• Be able to analyse conversion ratios to prioritise time spent on prospects
• Be able to use sales tools to move prospects through the sales pipeline

Understanding Influence on Buyer Behaviour

• Understand buyer decision making processes and their impact on the sales cycle
• Understand how to respond to the buyer at each stage of the decision making process

Day 5

Handling Objections, Negotiating and Closing Sales

• Be able to prepare to handle objections, negotiate and close sales
• Be able to handle objections
• Be able to negotiate with the customer
• Be able to close the sale

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