Course

Sales & Business Development

Sales are key to any organization’s survival and profitability. This course provides the necessary skills to enhance the relevant sales teams to achieve their objectives. Attendees will learn how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyse competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients.

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Sales & Business Development

Sales are key to any organization’s survival and profitability. This course provides the necessary skills to enhance the relevant sales teams to achieve their objectives. Attendees will learn how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyse competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients.

Mzoxolo Gulwa · July 30, 2020

Short Course

Duration: 2 days

Full Qualification: National Certificate: General Management Course (NQF5)

NQF: 5

SAQA ID: 59201

Unit Standard code(s): 10067, 10047, 10053 and 258136

Total credits: 41

Overview

Sales are key to any organization’s survival and profitability. This course provides the necessary skills to enhance the relevant sales teams to achieve their objectives. Attendees will learn how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyse competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients.

Programme Learning Outcomes: 

  • Ability to identify and connect with the right decision makers
  • Apply a strategic sales questioning process, to uncover the client’s current areas of challenge & ideal outcomes
  • Master active listening techniques to better connect with and understand clients objectives
  • Influence the sales process by accommodating each individual client’s ‘Needs, Values & Motivations’
  • Pitch a valid sales solution that relates directly to the customers need
  • Apply closing techniques to sell products or services
  • Develop an appropriate approach of presenting an offer/ proposal
  • Demonstrate knowledge of concession/ claw backs
  • Plan for a meeting and following up to develop long-term relationships and future business
  • Deliver powerful presentations that sell your product and services, focusing on value to client
  • Manage & successfully convert client resistance & overcome objections Ability to develop an individual client game plan that includes:
  • Identification of the client’s current expectations and assessment on whether the company is meeting and exceeding these
  • Foresight on the client’s future needs based on their strategic plans
  • Tactical plan on what needs to be done to retain the client and increase share of wallet e.g. through cross selling and upselling
  • Manage key accounts at different levels

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