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Sales Skills

Cross-cutting
Digital Skills

Soft skills

Duration

45h

PRESENTATION

The sale is an activity that requires specific skills in order to succeed in the market. The ultimate goal of the sales activity is to attract customers; to do so, it is necessary to understand the sales process, communication and persuasion techniques, as well as the most relevant factors that influence consumer psychology. With this training program in Sales Skills The course will provide the knowledge necessary to understand the business environment, consumer psychology, purchasing, decision-making by the customer and the salesperson, and the impact one has on the other, communication, the building trust, persuasion techniques, the value proposition, the sales process, and the merchandising and marketing.

Objectives

  • Understanding the business environment in which the salesperson and the customer interact.

  • Identify the different psychological variables consumer.

  • Learn about the purchase and the decision-making the customer's.

  • Knowing how to to persuade and convince to the customer.

Syllabus

TEACHING UNIT 1. THE BUSINESS ENVIRONMENT.

  1. Introduction
  2. The Salesperson
  3. The customer

TEACHING UNIT 2. PSYCHOLOGICAL VARIABLES OF THE CONSUMER.

  1. The Psychology of Selling
  2. Customers' Reasons for Purchasing

TEACHING UNIT 3. THE PURCHASE: CUSTOMER DECISION-MAKING.

  1. The Purchase, Customer Decision-Making
  2. Identifying Customer Needs and Expectations

TEACHING UNIT 4. THE SALESPERSON AND INFLUENCING OTHERS: PERSUADING AND CONVINCING.

  1. The Salesperson and Their Impact on Others: Persuading and Convincing
  2. The Sales Interview

TEACHING UNIT 5. COMMUNICATION

  1. Communication
  2. Communication Challenges
  3. Levels of Communication
  4. Attitudes and Techniques That Promote Communication
  5. Conclusion

TEACHING UNIT 6. BUILDING TRUST.

  1. Building Trust

TEACHING UNIT 7. ARGUMENTATION TECHNIQUES.

  1. Key Considerations for an Effective Sale
  2. Theories on Closing a Sale
  3. Phases
  4. Techniques for Developing a Sales Pitch

TEACHING UNIT 8. THE VALUE PROPOSITION.

  1. Competitive Analysis
  2. Lead the Negotiation
  3. Progress of the Negotiations
  4. Difference Between Competition and Cooperation
  5. Win-win situation
  6. Be Creative with Alternatives
  7. The Criteria for an Effective Agreement

TEACHING UNIT 9. THE SALES PROCESS.

  1. Preparing for the Visit
  2. Stages of the Sales Process and Business Negotiations
  3. End of the sale
  4. Sales Follow-up

TEACHING UNIT 10. MERCHANDISING AND MARKETING.

  1. Merchandising
  2. Point-of-Sale Layout
  3. Guerrilla Marketing
  4. Viral Marketing
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Are the Educa PHAROS courses eligible for credit?

Many courses can be credited toward the master's programs at Structuralia.
Specialized Courses Catalog

Facts about our area

+ 1.483

Hours

+88.999

Minutes

264

Courses

Educa PHAROS is a next-generation training model that places a company’s human capital at the forefront. Through a platform that adapts to each company’s corporate identity and offers a total of more than 900 courses, it provides tailored training for each organization. The unlimited flat-rate plan provides each company with the number of courses that best suits its needs, as well as the ability to determine which employees will have access.
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