Sales Skills VBS108

Learn to Understand Your Customers and Close the Deal

This course guides you through many different methods of opening and closing a sale.

Selling is distinct from marketing — the ultimate destination of the marketing process, but not the whole process. Selling on the other hand is a about getting your customer across the line. Persuading them to actually buy your product!  Selling is a skill that can be learned and perfected through knowledge and practice. In this course, you'll discover the secrets of successful salespeople and draw out the ammunition you need to take charge of your career today.

Course Duration: 100 hours

Course Structure

There are twelve lessons in this course.

  1. Presentation and selling
    • Presentation
    • Personality
    • Implications
    • The selling personality
  2. Communication and Conversational Selling
    • Types of communication
    • Communication methods
    • Selling
    • Speaking in public
  3. Marketing
    • Buyer analysis and motivation
    • Structuring an advertisement or promotion
    • Costing
    • Target markets in segmentation
    • Product display
  4. Management
    • Communicating with management
    • Understanding supervision
    • Different ways to communicate
    • Record keeping
    • Stock control
    • Organisational structures
    • Management styles
    • Conflict resolution techniques
  5. Helping the Product Sell Itself
    • Merchandising
    • Selling
    • Shop layout
    • Product display
    • Customer accessibility
  6. Know your product and pre planning
    • Market research
    • Data
    • Product knowledge
  7. Selling made as simple as A B C
    • The procedure of selling
    • Qualifying and assessing prospects
    • Ways to sell
    • Types of customers
    • Ethics
  8. "The Opening"
    • Convincing the customer
    • Principles of approaching prospects
    • Getting attention
    • Motivation to buy
    • Opening approach summarised
  9. Closing a Sale
    • Sales stoppers
    • Intention to purchase signals
    • Closing techniques
    • Understanding the decision-making process
  10. Stress Management
    • Stress
    • Causes of stress
    • Management programs
    • Stress and well-being
    • Reviewing your career
  11. The Law and Selling
    • Business law
    • Contract law
    • Types of offers
    • Warranty and condition
  12. Report Assessment Writing
    • Types of language
    • Communication channels
    • Visual communication

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Sales representatives (or reps) sell goods and services to retail or wholesale outlets. They also sell to professional bodies, individuals and business/industry in general. Sales Representative positions often involve regular traveling to visit customers; locally, interstate or overseas. While this may sound exciting, there's a lot of pressure on sales representatives to meet monthly sales targets/budgets. The company they work for is usually relying on them to bring in sales and keep the business turning over income. So their sales results are likely to be constantly monitored.

Sometimes a sales rep may be traveling away from home for weeks at a time. It takes a certain personality to be successful at this type of job. So, when employing sales representatives for your business, you need to ensure that they are:

  • well groomed
  • confident and friendly
  • able to present information in a clear and interesting manner
  • comfortable with others, and enjoy dealing with people and be an excellent communicator
  • able to work well under pressure
  • very self-motivated and able to take the initiative to get new sales
  • skilled, and have a good understanding of sales
  • in possession of good sales skills
  • Know their product or service well ( or learn it).
  • a social personality, natural charisma and 'gift of the gab' is not essential, but it can really help
  • happy to travel and be away from home for periods of time

A Sales Representatives’ regular tasks may include:

  • visiting clients to demonstrate products, give samples, and take orders
  • expanding current business
  • increasing current orders
  • finding new potential clients/generating new business (may involve researching, cold calling, making appointments, networking)
  • lots of traveling
  • dealing with other marketing personnel to help work out the best promotion methods
  • negotiating sales, prices, and credit terms
  • closing the deal
  • organising contracts
  • presentation of products using a variety of methods
  • training
  • organizing product displays for the customer
  • meeting monthly sales targets
  • sales meetings and regularly reporting to management on your progress
  • Finding out your customers needs and meeting them
  • Learning about your own products as well as that of the competition. Keeping up to date with changes in the industry/products you deal with.
  • Opportunities

    Most companies selling services or products need at least a few Sales Representatives. So the good news is that there are plenty of opportunities across all industries. A good Sales Representative who knows how to bring in new business and expand current business is quite sought after. Opportunities for career expansion include Regional, State and National Sales Manager positions.


    Remuneration can vary. What a sales representative earns will depend on how much the employer can afford. They are sometimes paid a commission only or commission plus a basic salary or just a salary. It will depend on what you is considered works best for motivating sales staff.

    Career Risks and Stresses

    Sales representatives often have a lot of pressure on them to perform (bring in the sales). Some people cannot handle the stress and pressure involved. Because of the commission or bonus component, a Sales Representatives income may vary from month to month, and that can be stressful in itself. Management also puts regular pressure on their Sales Representatives to perform. In weekly or monthly sales meetings, a sales representative usually has to report on their sales and their plans for future sales.

    Being away from home a load or the pressure of making sales can be stressful to some people. So finding the right person who enjoys the excitement of travel, meeting new people, challenges and potential unlimited income is important.

    Who are Your Buyers?

    Buyers (consumers) can be divided into three categories :

    • thinking - thinking buyers require facts
    • feeling - feeling buyers will respond emotionally to a sales person’s plea
    • intuitive - intuitive buyers believe that they have extra sense ‑ some insight which allows them to arrive at the right decision more often than others

    Within a short period, a professional salesperson can recognise which type of buyer s/he is dealing with and can vary her/his sales technique accordingly.

    "Buyer Motivation" ‑ is it a need, is it the price or the quality of the product? A professional salesperson must understand what motivates consumers to buy.

    The following points provide an appreciation of buyer motivation:
    • There is a motive behind every human action.
    • There is always a prime motive and a subsidiary motive. The salesperson, whilst concentrating on the prime motive, must never overlook the subsidiary motives.
    • Different buyers buy similar equipment, but often for different reasons. Selective motives should be used when applicable.
    • There are rational and emotional buying motives, and the importance of emotional motives should never be underestimated.
    • The salesperson's objective should always be to try to include in his/her sales offer, the motivational force which will impel the buyer to buy.
    • Buyers first fulfill basic needs, but often do not recognise their real needs.
    • Benefits should be 'personalised'.
    • A salesperson turns needs into wants by proving benefits to the buyer or his/her company.

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    Fee Information (S2)
    Prices in Australian Dollars

    PlanAust. PriceOverseas Price
    A 1 x $781.66  1 x $710.60
    B 2 x $416.96  2 x $379.05

    Note: Australian prices include GST. 

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