Learning Outcomes

The Power of Selling

The Power of Your Personal Brand

Selling: Economy and Company

Lesson Summary

This module explains selling and sales influence our daily lives as well as how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process.

Sales Characteristics

Sales Channels and Environments

Resume and Cover Letter

In this module, the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business of business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies and the actions that you take are the defining traits of a sales person.

Building Relationships

Adaptive Selling

Networking - The Job Market

This module covers the power of building relationships and how to be a success in selling. It is important you make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a high likelihood of a sale and a loyal repeat customer. This module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or a situation.

Principles and Ethics in Selling

Ethical Behavior in Sales

Policies, Practices and Cultures

This module explains how Ethics come to play in the decisions you make every day. There are two aspects to ethics: The first involves the ability to discern right from wrong, good from evil and propriety from impropriety. The second involves the commitment to do what is right and proper. You will also learn how companies provide guidance to employees about what behaviour is expected of them in them in their employee handbook and where the policies of the company are included in the handbook

Effective Communication

Behavior and Etiquette

Informational Interviews

In this module, the main focus is on the elements of effective communication and how miscommunication can result in confusion and may have a negative impact on business relationships. You will also learn about the appropriate etiquette for appropriate business communication. How to make a positive impression and how etiquette can make a difference in how your customer perceives you and your personal brand.

Consumer Behavior

The Buying Process

Your Personal FAB

This module covers the science of consumer behavior, how retailers study consumer behavior patterns and lay out their stores and merchandise accordingly and explain when you understand the motivation of your customers, how you can customize your solution and your messages to meet their needs. The module also focuses on the buying process and the steps that the B2B customer goes through when making a purchasing decision on behalf of the company.

Diploma in Sales Management - First Assessment

You must score 80% or more to pass this assessment

Understanding Prospects

Prospecting Resources

Successful Selling

This module explains the seven-step selling process and refers to the sequence of steps salespeople take each time they make a sale and how research and presentation pay of during the presentation process when you present your sales solution to a prospect. You will also learn about the concept of the sales funnel and how it illustrates the value of generating a large pool of leads because many of your prospects would not qualify or will drop out during the selling process.

Researching Your Prospect

Solving, Not Selling

SMART Preparation

The main focus of this module is the Preapproach, which is a critical step that helps you earn your customer's trust and a sell adaptively as well as the use of a planning worksheet to record your objectives and information. You will also learn how to identify customers problems and goals, and how to brainstorm solutions and opportunities that will meet their needs. The module explains how to set SMART goals, which are ; Specific, Measurable, Actionable, Realistic and TIme-bound.

First Impressions

Initiate the Relationship

Choosing The Best Approach

This module covers the six Cs of the sales approach - confidence, credibility, contract, communication, customization and collaboration. These approaches will help you make a good impression when you contact your prospect for the first time. The module also focuses on the different ways to start a sales approach. You will also gain an understanding of how to overcome your reluctance including focusing on language that conveys certainty.

Preparation - Key to Success

Making Your Presentation Work

SPIN Selling

This module explains the process for preparing your sales preparation. You will also learn about your appearance by giving careful attention to details, such as accessories and grooming as well as conveying an image that's in line with your customer's products and values. The module also focuses on presentation methods, such as individual and group presentations and how to adapt your approach accordingly as well as using samples or demonstrations to get your prospect involved.

Objections are Opportunities

Types of Objections

Objections in a Job Interview

The main focus is on the best way objections in every part of the selling process from qualifying through the preapproach, approach, and presentation and how objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. You will also learn about the six major types of objections which include : product, source, price, money, need, and thinking about it .

Entrepreneurship

Selling Yourself and Your Idea

Managing Yourself

This module covers entrepreneurship, which is having the vision to create products and services that can meet and exceed customers' needs and the common ingredients that are part of being an entrepreneur. The module also focuses on business plan elements such as statement of plan and marketing, operational and financial plans and how to present your business idea to potential resources and investors.

Diploma in Sales Management - Second Assessment

Diploma in Sales Management - Assessment

This free online sales course will teach you effective sales management skills and techniques for a successful career.

Diploma in Sales Management

This free online sales management course will teach you about the principles, practices, and tools involved in the selling process. In this course, you will learn the importance of effective communication, business ethics, sales techniques, presentation skills, and how to understand and connect with your customers. In a business environment sales are all important, this course teaches you how to effectively sell your product or service.

The Psychology Behind Pricing and Buying Decisions

Anchoring and Price Point Strategies

Scarcity and Urgency in Pricing Psychology

Building an Optimised Pricing Journey With Psychological Strategies

Ethical Pricing Psychology: Proven Strategies to Boost Conversions - Assessment

Discover the powerful psychology behind pricing and consumer buying decisions with this free online course.

Ethical Pricing Psychology: Proven Strategies to Boost Conversions

This course takes you inside the psychology of pricing, where numbers, perception, and behaviour intersect to drive decisions. You’ll learn how anchoring, charm pricing, scarcity, and urgency shape buyer choices and how to combine these strategies to craft a pricing journey that feels valuable and persuasive. Through practical examples and real-world applications, you’ll discover how to price ethically and effectively to increase conversions.

Sales Management - Business Ethics and Sales - Assessment

Learn more about the theory and practice of business ethics relating to sales, with this free online course.

Sales Management - Business Ethics and Sales

This free online course in sales management will teach you about business ethics and sales. Management needs to ensure that all employees have a good understanding of the proper behaviour and etiquette that is expected from them in a sales environment. This business ethics course will teach you how to make a positive impression on your customers, and will guide you through some effective communication techniques essential to the sales industry.

Introduction to Storytelling in Marketing

Fundamentals of a Good Story

Storytelling Structure

Advanced Storytelling Techniques

In this module, you will explore the essentials of storytelling in marketing. Grasp fundamental story elements, structures, and advanced techniques. Learn to weave engaging narratives and explore the psychology behind storytelling's impact on consumer behaviour.

Developing a Compelling Brand Story

Enhancing Brand Voice Through Storytelling

Visual Storytelling Essentials

Effective Use of Visual Media

Maximising the Impact of Visual Narratives

In this module, you will master the art of crafting captivating brand stories. Identify your brand's core values, develop a persona, and create consistent narratives. Discover the power of visuals and effectively combine text and imagery for maximum impact.

Digital Storytelling Tools and Platform

Engaging and Persuading with Stories

Measuring the Impact of Your Story

Ethics and Authenticity in Storytelling

Overcoming Challenges in Storytelling

In this module, you will learn to implement storytelling campaigns using digital tools and platforms. Engage and persuade audiences with effective content. Measure your campaign's impact through KPIs and data analysis, and ensure ethical storytelling practices.

Mastering Brand Narratives - Course Assessment

Learn how to combine the elements of storytelling to create brand narratives in this free online marketing course.

Mastering Brand Narratives: The Ultimate Guide to Storytelling for Marketers

This marketing course explains how to unleash your inner marketer and craft captivating brand narratives, engage audiences and drive conversions. We help you master techniques like the ‘Three-Act structure’, visual storytelling, hooks and cliffhangers used to create persuasive content like blogs and social media stories. Sign up to enhance your marketing strategy, build brand loyalty and leave a lasting impression with powerful, engaging stories.