Diploma in Sales Management - Revised

This module explains selling and sales influence our daily lives as well as how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process.

In this module, the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business of business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies and the actions that you take are the defining traits of a sales person.

This module covers the power of building relationships and how to be a success in selling. It is important you make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a high likelihood of a sale and a loyal repeat customer. This module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or a situation.

This module explains how Ethics come to play in the decisions you make every day. There are two aspects to ethics: The first involves the ability to discern right from wrong, good from evil and propriety from impropriety. The second involves the commitment to do what is right and proper. You will also learn how companies provide guidance to employees about what behaviour is expected of them in them in their employee handbook and where the policies of the company are included in the handbook

In this module, the main focus is on the elements of effective communication and how miscommunication can result in confusion and may have a negative impact on business relationships. You will also learn about the appropriate etiquette for appropriate business communication. How to make a positive impression and how etiquette can make a difference in how your customer perceives you and your personal brand.

This module covers the science of consumer behavior, how retailers study consumer behavior patterns and lay out their stores and merchandise accordingly and explain when you understand the motivation of your customers, how you can customize your solution and your messages to meet their needs. The module also focuses on the buying process and the steps that the B2B customer goes through when making a purchasing decision on behalf of the company.

You must score 80% or more to pass this assessment

This module explains the seven-step selling process and refers to the sequence of steps salespeople take each time they make a sale and how research and presentation pay of during the presentation process when you present your sales solution to a prospect. You will also learn about the concept of the sales funnel and how it illustrates the value of generating a large pool of leads because many of your prospects would not qualify or will drop out during the selling process.

The main focus of this module is the Preapproach, which is a critical step that helps you earn your customer's trust and a sell adaptively as well as the use of a planning worksheet to record your objectives and information. You will also learn how to identify customers problems and goals, and how to brainstorm solutions and opportunities that will meet their needs. The module explains how to set SMART goals, which are ; Specific, Measurable, Actionable, Realistic and TIme-bound.

This module covers the six Cs of the sales approach - confidence, credibility, contract, communication, customization and collaboration. These approaches will help you make a good impression when you contact your prospect for the first time. The module also focuses on the different ways to start a sales approach. You will also gain an understanding of how to overcome your reluctance including focusing on language that conveys certainty.

This module explains the process for preparing your sales preparation. You will also learn about your appearance by giving careful attention to details, such as accessories and grooming as well as conveying an image that's in line with your customer's products and values. The module also focuses on presentation methods, such as individual and group presentations and how to adapt your approach accordingly as well as using samples or demonstrations to get your prospect involved.

The main focus is on the best way objections in every part of the selling process from qualifying through the preapproach, approach, and presentation and how objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. You will also learn about the six major types of objections which include : product, source, price, money, need, and thinking about it .

This module covers entrepreneurship, which is having the vision to create products and services that can meet and exceed customers' needs and the common ingredients that are part of being an entrepreneur. The module also focuses on business plan elements such as statement of plan and marketing, operational and financial plans and how to present your business idea to potential resources and investors.

You must score 80% or more to pass this assessment