Technical Sales

Level 3 Apprenticeship Programme Summary
The aim of the course is to provide the skills and knowledge required to begin a career as a salesperson
specialising in selling software and technology products and services. The duration of this apprenticeship course is
typically 15 months delivered in a blend of online/offline methods.

Study modules

Programme Introduction & Initial Sales Kit
- explanation of programme structure and content,
assessment methods and processes.
Key Topics • Sales closing techniques
• Sales process
• Buying and selling relationships
• Sales legislation
• The importance of follow-ups
Business Concepts, Health & Safety,
Data Security, Personal Performance
and CPD
- enable to operate securely in line with organisational
guidance, legislation and software.
Key Topics • The principles of business
operations
• Understanding the psychology
of objections
Interpersonal & Written Communication
& Telephone Techniques
- understanding of Microsoft software eg Word/
Powerpoint as well as phone techniques and voice
training.
Key Topics • Database and campaign
management
• Outbound calling
• Prepare sales presentations
Study modules
Customer Experience, Competitor
Awareness and Analysis
- demonstrate strong interpersonal skills when dealing
with colleagues, customers and clients.
Key Topics • The importance of USP to
organisations
• Provide customer care
by establishing customer
relationships
Qualifications of Sales Leads
- assess and qualify sales leads by developing a clear
understanding of clients’ business needs.
Key Topics • Monitor sales performance
• Analyse success factors
• Assessing needs
• Identifying pain points
Microsoft Technical Associate (MTA)
Cloud Fundamentals and Overview of
Unified Communications
- understanding the Cloud services and types of unified
communications.
Key Topics • MTA Cloud Fundamentals
• Overview of unified
communications
Introduction to Project Management
- understanding the relationships of time, effort and
workflow in project management.
Key Topics • Agile Project Management
techniques
• Management of resource,
targets and conflicting priorities
IT Fundamentals and Principles
of Secure Coding
- understanding the principals of coding
implementation and IT infrastructure overview.
Key Topics • Principles of secure coding
• IT fundamentals