A Certificate in Selling Skills

The Sales Institute of Ireland is pleased to announce the launch of a new Certificate in Selling Skills.

Study time commitment is 9 months, and for the first time, the Institute will be using a blended learning approach to study to include:

eLearning using an eLearning system as the platform for delivery of study material; tests; workshop joining instructions; tutor led assignments; and general support;
the involvement of a tutor;
attendance at skills and study workshops;
completion of assignments; and
assessment of desired levels of knowledge and skills at a final assessment day.

AUDIENCE:
The modules in this certificate programme will be aimed at:
New salespeople wishing to gain a greater insight into the profession of selling, and to quickly acquire knowledge and effective skills.
Experienced salespeople wanting to improve their professionalism through a course of study, and related activities.
Members of other professions wishing to develop and acquire selling skills

The primary aims of this programme are:
To add to the students motivation and understanding of selling by exploration of the history of selling and its professional nature; the variety and complexity of sales roles and the people engaged in sales activities
To provide students with a focus in terms of the uniqueness of selling as an activity as distinct from marketing
To provide students with a framework for the sales process at a comprehensive level, and one which will enable them to build upon this foundation to advanced level, if desired
To provide students with the means and opportunity of connecting the learning points of the syllabus with their personal work environment and the macro economy in which they operate
To assess the students ability to apply the principles learned during this programme in a simulated environment
If required by the sponsoring organisation, it would also be possible to assess the students ability to apply the principles learned during their studies in a workplace environment.
MODULE CONTENT & OUTLINE TRAINING PLAN
The award of a Certificate of Selling Skills involves the successful completion of eight core modules together with any two from four optional modules:

Core Modules:
Module 1. - The History Definition and Variety of Sales Roles
Module 2. - What Makes a Good Salesperson?
Module 3. - Selling as a Professional Activity
Module 4. - Buyers and Their Motivation
Module 5. The Market & Your Forecasted Share of it
Module 6. - Preparing For the Sales Presentation A Structured Approach
Module 7. - Sell Yourself The First Three Minutes
Module 8. - Satisfying Needs You and the Customer (including Up-Selling)

Optional Modules:
Module 9. - Active Prospecting and Qualifying Prospects
Module 10. - Personal Goals and Managing Time
Module 11. Negotiating Skills
Module 12. Selling by telephone

LEARNING OBJECTIVES CORE MODULES:
On qualifying, students will be able to:
Understand the longevity of selling in terms of a professional activity
Identify the variety of sales roles which exist and the equal variety of salespeople who execute these activities
Question the theories associated with traits, characteristics and personalities of salespeople
Appreciate buyer motivation and resistance to sales technique
Determine their operating market size and geography, and from this be able to identify the resources needed to exploit it
Produce a plan for sales which encompasses their personal goals whilst in addition ensure that these are aligned with corporate aims and objectives
Demonstrate an ability to adopt a workable selling process which leaves customers with a sense of having been involved in the sales process rather than of being sold to
Recognise the importance of effective two-way communication
Plan the long term strategy for customer retention, repeat selling, and referral business

LEARNING OBJECTIVES - OPTIONAL MODULES:
Demonstrate an awareness of the variety of methods which are available for making initial contact with potential customers
Demonstrate a clear understanding of how to negotiate the supply of products and services based upon a flexible pricing policy
Understand the importance of clear communication when selling to customers on the telephone, whether for incoming or outgoing calls
Understand how to manage time effectively