Effective Selling

Building on the basics, this development stream is a natural progression onto the next, more advanced stages of a sales role. The modules provide a good understanding of the sales process and ensure that all sales people have a standard approach to their role. It is relevant for all sales positions and covers:

• Creating and managing a sales pipeline
• Qualifying your sales (SCOTSMAN)
• Effective meeting and call agendas

Completing this programme will give all sales people the core disciplines needed in the sales operation.

Value Based Selling

Aimed at the more complex, consultative sale this development stream is relevant for all sales people who work on anything other than a standard transactional sale. Covering:

• Value based selling
• Creating powerful proposals
• Buying decision making unit

the completion of this stream will give all sales people a good understanding of the creation of value in the sales process and the key techniques to achieve this

Telephone Based Selling

This development stream includes:

• Cold calling for appointments
• Telephone based selling
• Sales prospecting

Key Account Management

This development stream includes:

• Key Account Planning
• Key Account Management
• Buying decision making unit

Customer Service

This development stream includes:

• Handling difficult customers
• Treating Customers Fairly
• Net Promoter Score