Online Certificate in Professional Sales Practice
Who is it for?
- For those starting a career in sales
- A refresher for those who have had little formal training
- Individuals from other disciplines who wish to improve their personal selling skills
Price
£2,600 + VAT. This price includes student membership during your studies, all tuition costs, core text books and full board accommodation for Workshop 2 in ensuite single study bedrooms.
Overview
The Online Certificate in Professional Sales Practice programme combines interactive online tutorials with four face-to-face workshops over a period of six months. There are four business related assignments to complete. One of these will be practical, two will be written assignments based on the module content and the final one is a work-based project. We recommend that delegates allow an average of four hours study time per week in addition to this assessed work.
To discover what it's like, take a look at our course demo.
Aims and Objectives
This qualification provides a thorough and intensive introduction to sales. It will equip individuals with the knowledge to start their career in sales with confidence. It will also act as a refresher course for those looking to formalise their experience.
Benefits to you
- Gain a thorough and intensive grounding in sales, based on the practical application of sales theory
- The online learning route offers a flexible and effective route to study
- Achieve a recognised sales qualification to give you confidence and boost your career
Deadlines
Streams commence in January and July each year.
Qualification Modules
Module 1 – The Sales Process
This module builds awareness of the need to gather and analyse market information to form effective sales plans and work with marketing to generate ideas for new product developments. It also covers the practical stages in making a sales call.
By the end of this subject, delegates should be able to:
- Obtain and analyse market information
- Make recommendations to the marketing department on new product development
- Match products and services to markets and market conditions
- Prepare a sales presentation
- Identify customer needs
- Present benefits to meet customer needs and overcome objections
- Gain commitment to sales actions and agree terms and conditions
Module 2 – The Sales Process
This module gets delegates to manage themselves more effectively by carrying out a personal audit and developing a personal action plan to enhance their performance. It explores the benefits of networking and making presentations and proposals.
By the end of this subject, delegates should be able to:
- Perform a personal skills audit
- Prepare a personal development plan including setting personal objectives and identifying strategies for achievement
- Manage their time effectively – identifying priorities for action
- Develop and maintain personal networks of contacts – meeting needs for information and resources
- Deliver professional presentations to groups, and evaluate their own performance
- Develop, submit and follow-up proposals to customers
Module 3 – Understanding the Customer
This module highlights various aspects of customer relations that contribute to effective achievement of sales. It covers decision making units, legal and regulatory requirements as well as customer service and opportunities for cross- and up-selling.
By the end of this subject, delegates should be able to:
- Contact customers, influencers and decision makers using a variety of methods
- Demonstrate an understanding of relevant legal, ethical and regulatory requirements
- Liaise with colleagues in the organisation in dealing with customer complaints
- Gather and evaluate customer feedback
- Take appropriate action based on a balance of customer feedback and business needs
- Advise on opportunities for cross- and up-selling
Module 4 – Professional Sales in Practice
This module brings together the learning from the first three modules and, with tutor support, delegates put together a proposal for a work-based project and complete a significant piece of work to solve a work-based problem.
Entry Requirements and Assessments
This is an introductory level course and there are no specific entry requirements. Applicants will be assessed by CIM Academy on an individual basis.