Introduction to Sales

Course Overview

Sales representatives do not have to be born sales people to have a successful career in sales; the art of selling can be learned.

This course has therefore been developed to introduce learners to the selling process and give them the knowledge and skills required to ensure that they meet their sales targets.

Key Content

• Definition of ‘selling’;
• The organisation's Sales Manual;
• Responsibilities of sales representatives;
• Achieving sales targets;
• The selling process:
  • 1.Understand key information.
  • 2.Make contact with the customer.
  • 3.Identify what the customer needs.
  • 4.Provide possible solutions.
  • 5.Answer questions and overcome objections.
  • 6.Close the sale.
  • 7.Follow up with the customer.
• Building rapport with customers;
• Customer personality types.

Learning Outcomes

At the completion of this course, learners should be able to:

• Define what selling is;
• Recognise the contents of the organisation's Sales Manual;
• Explain their responsibilities;
• Discuss the selling process.