Sales Training – Personal Selling

Who is the course for?

This course is aimed at those who are interested in sales or have just started in the role.

What will I study?

Understand the role of personal selling within the overall marketing strategy

Promotion mix: personal and impersonal communication; objectives of promotional activity; push-pull and profiling strategies; integrating sales with other promotional activities; evaluating promotion; allocation of promotion budget.

Understanding buyer behaviour: consumer and organisational purchase decision-making processes; influences on consumer purchase behaviour (personal, psychological, social); influences on organisational buyer behaviour (environmental, organisational, interpersonal, individual); purchase occasion; buying interests and motives; buyer moods; level of involvement; importance and structure of the DMU (Decision Making Unit); finding the decision-taker; distinction between customers and users

Role of the sales team: definition and role of personal selling; types of selling; characteristics for personal selling; product and competitor knowledge; sales team responsibilities (information gathering, customer and competitor intelligence, building customer databases, prospecting and pioneering, stock allocation, maintaining and updating sales reports and records, liaison with sales office); sales team communications; the role of ICT in improving sales team communications

Selling Process

Principles: customer-oriented approach; objective setting; preparation and rehearsal; opening remarks; techniques and personal presentation; need for identification and stimulation; presentation; product demonstration and use of visual aids; handling and pre-empting objections; techniques and proposals for negotiation; buying signals; closing techniques; post sale follow-up; record keeping; customer relationship marketing (CRM)

How will the course be delivered?

Through classroom based activities alongside a tutor and other delegates at a similar level.

Course Entry Criteria

No specific entry criteria for this course however the course is aimed at those who are interested in sales or have just started in the role.

The college operates a no refunds policy as detailed below. Cancellations and transfer requests are subject to the following conditions:

• More than 4 weeks notice – no charge
• 4 weeks notice – 30% of the cost
• 2-3 weeks notice – 50% of the cost
• 1-2 weeks notice – 75% of the cost
• Less than 1 weeks notice – 100% of the cost

All cancellations must be made in writing and are subject to a £10 administration charge. The full fee’s policy is available on request.

What will I get at the end of the course?

You will receive a Blackburn College Certificate of Attendance.

What can I do next?

You may be interested in our other sales courses:

Sales Training – Sales Management
Sales Planning & Operations (Edexcel)

These courses can be viewed here

How much does it cost?

The course fee for the 5 week course is only £225.00 per delegate including all tuition and a Blackburn College Certificate of Attendance.

(Prices are subject to change)