Understanding Sales Techniques & Processes

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Understanding sales techniques and processes 

1.    Understand buyer behaviour in sales situations

1.1 Explain the different roles within buyer decision- making processes

1.2 Describe the influences on buyer decision-making processes

1.3 Describe the impact of the buyer decision-making processes on sales techniques

1.4 Explain different methods of contacting customers, influencers and decision-makers at different stages of the buyer decision-making process

1.5 Explain the basis on which solutions are designed to meet the needs of buyers

1.6 Explain the concept and use of the value chain

2. Understand pricing for sales promotions

2.1 Describe the characteristics and uses of different types of price-based promotions (including incentives and discounts)

2.2 Describe competitors’ strategies to respond to price changes and price-based promotions

2.3 Describe how to develop a proposal for price-based promotions

2.4 Explain the basis for calculating affordability and profitability of price-based promotions

2.5 Explain the design and use of methods of measuring and evaluating the success of price-based promotions

2.6 Explain how to use sales opportunities resulting from price-based promotions for higher volume and value sales

3. Understand the implementation of sales plans

3.1 Explain the importance of preparing for sales activities (face to face and telephone)

3.2 Describe how to identify the customer’s/prospect’s current situation, wants and needs

3.3 Explain how to identify the nature of competitor behaviour that may affect the outcome of the sales activity

3.4 Explain how the benefits of the product and/or service meet the customer’s wants and needs

3.5 Describe how to identify follow-up actions designed to address the strength of the prospect and the level of their interest

4. Understand negotiation techniques in sales situations

4.1 Explain the importance of preparing for negotiations

4.2 Describe how to identify issues that prevent customers from agreeing to the sale

4.3 Describe how to handle objections

4.4 Explain the use of testimonials and evidence of the product’s and/or service’s strengths in making a sale

4.5 Explain the use of the negotiating plan when making a sale

4.6 Describe the impact of the limits of authority in negotiating agreements and deals

This course is an accredited unit from the level three certificate in sales.