SALES SPECIALIST QQI Level 6

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Sales Presentation – 6N3567

The purpose of this award is to equip the learner with the knowledge, skill and competence to create and deliver high-impact presentations that support and advance the sales process.

With the Sales Presentation Module, you will be able to :
• Assess strategic account planning information to position the presentation appropriately.
• Appraise presentation content to ensure the topic is clearly introduced, explained and summarised.
• Evaluate audience questions to include identifying the nature and purpose of questions, answering all questions and objections confidently and comprehensively, using appropriate probes to gauge the audience’s understanding and identifying areas of concern or confusion.
• Demonstrate awareness of the importance of the style of sales presentation to include speaking clearly and audibly at a measured pace and confidently presenting the benefits of the solution with commitment and enthusiasm.
• Demonstrate awareness of effective methods of concluding presentations to include the use of benefits statements, summarising the next steps and agreed actions, concluding on a positive note and securing commitment to action from customers.
• Organise presentation content to include clear objectives, a sales message targeted to an audience, appropriate language and jargon and appropriate media, technologies and support aids
• Organise presentations to ensure they are delivered under the appropriate conditions to include timing, location and people
• Demonstrate a range of presentation skills to include listening to the audience and identifying the nature and purpose of questions, answering all questions and objections confidently and comprehensively and using appropriate probes to gauge the audience’s understanding and to identify areas of concern and or confusion.
• Use selected media, technologies and support aids competently with commentary that adds value to any visual material.
• Formulate presentations based on a clear structure to include the presentation process, introduction, content and conclusion.
• Alter presentation style to emphasis the key elements of the sales message being conveyed and in response to changes in customer behaviour.

Consultative Selling – 6N2054

The purpose of this award is to equip the learner with the knowledge, skill and competence to conduct professional sales calls using a structured consultative selling approach.

With the Consultative Selling Module, you will be able to
• Examine the theories, strategies and components of a consultative sales process.
• Analyse customer requirements through analysis of buyer behaviour theories
• Employ appropriate questioning and listening skills, in a range of consultative sales scenarios, to identify customer requirements.
• Formulate product or service solutions to effectively meet client needs through the use of consultative selling skills and tools.
• Provide solutions to customer problems, handle customer objections to buy, and close the sale.
• Apply sales skills and techniques in a range of customer-facing situations.
• Exercise substantial personal autonomy in a range of sales or customer-facing situations.

Sales Negotiation – 6N4338

The purpose of this award is to equip the learner with the knowledge, skill and competence to plan, prepare and execute sales negotiations which support and advance a structured sales process.

With the Sales Negotiation Module, you will be able to
• Research a structured negotiation approach to address substantive issues to include a benefits statement that meets the customer needs and adds value to the customer
• Formulate a negotiation strategy and agenda to include an appropriate model to classify customer behaviour, a focus on issues other than price including the desired outcome, the bottom line, the fallback position and concessions for each customer
• Predict customer needs using relevant previous customer communications and documentation and strategic account planning information
• Devise solutions that meet customer needs, add value to the customer’s business, anticipate customer’s objections and sales barriers and counter these objections
• Evaluate customer questions and objections confidently and comprehensively and where appropriate, focus on the benefits of the solution
• Appraise a customer’s understanding of, objections to and acceptance of the proposed solution by appropriate listening and questioning techniques
• Appraise whether an issue is a key negotiating point or a detraction for future resolution
• Assess when the optimum solution has been achieved for both parties to include specialist knowledge of the various stages of the negotiations process
• Influence negotiations through a positive, enthusiastic and non-threatening attitude and demeanour, confidence in the value of the proposed customer solution and by maintaining an awareness of the customer’s reactions during negotiations
• Manage negotiations by listening to the customer, taking on board their positions and concerns, responding appropriately to maintain control of the discussion, negotiating on issues other than price, assessing people issues and reaching the desired outcome
• Estimate an appropriate point for closing the discussion, summarising and gaining commitment to future actions
• Generate consensus by summarizing at appropriate points, making mutual concessions and allowing room for future negotiations where consensus hasn’t been achieved
• Exercise substantial personal autonomy in various sales or customer facing situations.

SALES PRESENTATION 

Unit 1 – Formulating Presentations

Topics to be covered include:

  • Presentation Definition
  • Key Elements of the Presentation
  • Analyse Your Audience
  • Select a Topic
  • Identify The Objective
  • Steps in Preparing a Presentation
  • Delivering The Presentation
  • Presentation Tips
  • Creating Presentations

Unit 2 – Presentation Structures & Styles

Topics to be covered include:

  • Traditional Presentation Type
  • Alternative Presentation Structure Types
  • Presentation Styles

Unit 3 – Presentation Skills

Topics to be covered include:

  • Benefits of Improved Presentation Skills
  • Key Presentation Skills
  • How To Improve Presentation Skills
  • How To Prepare For The Presentation
  • Improving Teams Presentation Skills

Unit 4 – Selling through presentations

Topics to be covered include:

  • How To Sell Using Presentations
  • How To Get The Sale More Likely

Unit 5 – Concluding Sales Presentations

Topics to be covered include:

  • Why Is The Presentation Conclusion Important?
  • Effective Ways of Concluding Sales Presentations

 

CONSULTATIVE SELLING 

Unit 1 – Consultative Sales Process

Topics to be covered include:

  • What is Consultative Selling?
  • 4 Steps of Consultative Sales Process
  • Consultative Selling vs Other Selling Strategies
  • Consultative Selling Questions Types

Unit 2 – Buyer Behaviour

Topics to be covered include:

  • What is Consumer Behaviour?
  • Decision Making Process
  • Buyer Behaviour Theories
  • Impact of Brands on Decision Making

Unit 3 – Consultative Selling Tools and Scenarios

Topics to be covered include:

  • Types of Tools for Selling
  • Application of Sales Tools
  • Consultative Selling Scenarios

Unit 4 – Consultative Selling Skills and Personal Autonomy

Topics to be covered include:

  • What is Personal Autonomy?
  • Effective Personal Autonomy in Sales
  • Consultative Sales Skills
  • Sales Strategies

Unit 5 – Closing the Sale

Topics to be covered include:

  • Sales Process
  • Sales Negotiations
  • Consumer Decision Making
  • Negotiation Strategies to Help Close the Sale
  • Strategies for Direct Closing

 

 SALES NEGOTIATION 

Unit 1 – Sales Negotiation Strategy

Topics to be covered include:

  • What is a Sales Negotiation?
  • Stages of Sales Negotiating
  • Principles of Sales Negotiating
  • Sales Negotiation Strategies

Unit 2 – Objection Handling

Topics to be covered include:

  • What is Objection Handling
  • Types of Objections
  • Common Objections

Unit 3 – Addressing Customers’ Needs

Topics to be covered include:

  • Why Meeting Customer Needs Matters
  • Methods to Identify Customer Needs
  • How to Meet Customer Needs
  • Strategies to Address the Customer’s Needs During Negotiations

Unit 4 – Managing Negotiations Successfully

Topics to be covered include:

  • How to Manage Negotiations Successfully
  • Managing a Team During Negotiations
  • Advanced Negotiation Techniques

Unit 5 – Closing and Securing Commitment

Topics to be covered include:

  • Personal Autonomy in Sales
  • Negotiation Strategies to Help Close the Sale
  • Strategies for Direct Closing

Sales Presentation – 6N3567

Assignment = 40%. Skills Demo = 60%

Consultative Selling – 6N2054

Assignment = 25%. Skills Demo = 75%

Sales Negotiation – 6N4338Assignment = 40%. Skills Demo= 60%

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All our of module offerings below can can be purchased individually, or with a combination of other desired modules.

Customise the number of modules you require from the ones listed below.

Module Pricing & Bundle Discounts

€100 off when ordering 2 modules.
€200 off when ordering 3 modules.

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Corporate Training

Progressive College can provide bespoke training over 3 – 4 days, please contact kevin.coyne@citygroup.ie for further details.

Why Progressive College?

Online/Blended Learning

All courses are delivered online/blended learning method

Classroom/Face-To-Face Classes

All courses are delivered in a classroom and part-time setting

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QQI Accredited Online Course delivered either Online, In-Class, or Blended

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MODULE INFORMATION – SALES PRESENTATION MODULE

Unit 1 – Formulating Presentations

Topics to be covered include:

  • Presentation Definition
  • Key Elements of the Presentation
  • Analyse Your Audience
  • Select a Topic
  • Identify The Objective
  • Steps in Preparing a Presentation
  • Delivering The Presentation
  • Presentation Tips
  • Creating Presentations

Unit 2 – Presentation Structures & Styles

Topics to be covered include:

  • Traditional Presentation Type
  • Alternative Presentation Structure Types
  • Presentation Styles

Unit 3 – Presentation Skills

Topics to be covered include:

  • Benefits of Improved Presentation Skills
  • Key Presentation Skills
  • How To Improve Presentation Skills
  • How To Prepare For The Presentation
  • Improving Teams Presentation Skills

Unit 4 – Selling through presentations

Topics to be covered include:

  • How To Sell Using Presentations
  • How To Get The Sale More Likely

Unit 5 – Concluding Sales Presentations

Topics to be covered include:

  • Why Is The Presentation Conclusion Important?
  • Effective Ways of Concluding Sales Presentations

MODULE INFORMATION – CONSULTATIVE SELLING MODULE

Unit 1 – Consultative Sales Process

Topics to be covered include:

  • What is Consultative Selling?
  • 4 Steps of Consultative Sales Process
  • Consultative Selling vs Other Selling Strategies
  • Consultative Selling Questions Types

Unit 2 – Buyer Behaviour

Topics to be covered include:

  • What is Consumer Behaviour?
  • Decision Making Process
  • Buyer Behaviour Theories
  • Impact of Brands on Decision Making

Unit 3 – Consultative Selling Tools and Scenarios

Topics to be covered include:

  • Types of Tools for Selling
  • Application of Sales Tools
  • Consultative Selling Scenarios

Unit 4 – Consultative Selling Skills and Personal Autonomy

Topics to be covered include:

  • What is Personal Autonomy?
  • Effective Personal Autonomy in Sales
  • Consultative Sales Skills
  • Sales Strategies

Unit 5 – Closing the Sale

Topics to be covered include:

  • Sales Process
  • Sales Negotiations
  • Consumer Decision Making
  • Negotiation Strategies to Help Close the Sale
  • Strategies for Direct Closing

MODULE INFORMATION – SALES NEGOTIATION MODULE

Unit 1 – Sales Negotiation Strategy

Topics to be covered include:

  • What is a Sales Negotiation?
  • Stages of Sales Negotiating
  • Principles of Sales Negotiating
  • Sales Negotiation Strategies

Unit 2 – Objection Handling

Topics to be covered include:

  • What is Objection Handling
  • Types of Objections
  • Common Objections

Unit 3 – Addressing Customers’ Needs

Topics to be covered include:

  • Why Meeting Customer Needs Matters
  • Methods to Identify Customer Needs
  • How to Meet Customer Needs
  • Strategies to Address the Customer’s Needs During Negotiations

Unit 4 – Managing Negotiations Successfully

Topics to be covered include:

  • How to Manage Negotiations Successfully
  • Managing a Team During Negotiations
  • Advanced Negotiation Techniques

Unit 5 – Closing and Securing Commitment

Topics to be covered include:

  • Personal Autonomy in Sales
  • Negotiation Strategies to Help Close the Sale
  • Strategies for Direct Closing