If you’re looking for a career that challenges you and promises great rewards, then professional sales is for you.
The Certificate of Professional Sales is an online professional development program that will develop your professional selling skills and enhance your success in developing loyal customer relationships.
In this online professional sales course you will discover the sales process, learn how to identify potential sales prospects, manage your own sales performance and learn how to present sales solutions that meet the needs of your customers.
Throughout this sales course you will discover the critical skills required to analyse, set, achieve and exceed personal and team sales targets. You will also learn the techniques associated with securing prospect commitment to successfully negotiate and close a sale.
You will learn how to turn objections into benefits, professionalise your sales presentations and make presentations an effective closing tool. Finally, you will learn how to build and strengthen the partnership between yourself and the customer to enhance the prospect of future sales.
On completion of this course you will feel confident to analyse, achieve and exceed sales targets for an organisation or company.
Course Structure
Unit 1 - Implement customer service strategies
- Organisations customer service objectives
- Customer needs and requirements
- Internal and external customers
- Target market – research
- Diagnosing service delivery problems
- Service delivery recommendations and improvements
- Consult stakeholders
- Develop service strategies
- Assessing customer service strategies
- New ideas and opportunities
- Communicating with customers
- Allocating budget resources
- Resolving customer difficulties and complaints
- Stakeholder satisfaction
- Verifiable information
- Collecting information for review process
- Using data and information
- Improvement reports
- Future directions (conclusions and recommendations)
- Monitor systems, records and reporting procedures
Unit 2 - Promote products and services
- Identify the need for promotion
- Promotional objectives
- Promotional activities
- Contingency strategies
- Roles and responsibilities
- Monitoring the progress of promotional activities
- Identifying and addressing issues
- Implementing contingencies strategies
- Effectiveness of planning processes
- Testing responses and methods
- Identifying improvements
- Collecting feedback
- Benefits of promotional activities
- Conclusions and recommendations
- Legislations
- Act and regulations
- Codes of practice
- By-laws
- Legislative requirements
- Consumer law
- Trade practices
- Privacy legislation
- Spam
- Action, promotion and marketing plans
Unit 3 - Deliver and monitor a service to customers
- Clarify customer needs
- Internal and external customers
- Bundling (value)
- What do customers want?
- What to ask customers to identify their needs
- Communications and interpersonal skills
- Evaluate customer needs
- Determine priorities for delivery
- Prioritisation for service delivery
- Loyalty
- Providing information
- Product knowledge and assistant
- Customer choices
- Product features and benefits
- Seeking assistance when required
- Legal and ethical requirements
- Difficult customers
- Training, recognition and rewards
- Building relationships
- What is good service?
- Manage customer complaints
- Resolving problems and complaints
- Recording complaints
- Responding to customers with specific needs
- Identifying opportunities
- Enhancing products and services
- Illegal and unethical practices
- Review customer satisfaction
- Review KPI’s
- Reviewing your competition
- Analyse results
- Respond to customer feedback
- Response mechanisms
- Market research
- Collating data
- Clearly written reports
- Action lists
- Communication
- Customer service legislation and consumer law
- False or misleading representation
Unit 4 - Build customer relationships and loyalty
- Customer relationships
- Personalised and professional service
- Promoting repeat business
- Recommendations
- Consumer protection legislation
- False representations
- Product safety
- Statutory warranty
- Customer loyalty
- Brand advocates
- Adding value
- Customer benefits with promotions
- Benefits and rewards
- Benefits for retail organisations
- Advertising
- SMS marketing
- Email marketing
- Illegal and unethical practices
- Customer trends
- Informal assessments
- Customer surveys
- Customer complaints
- Clarify information
- Pacify customer
- Identify customer dissatisfaction
- Seek appropriate solutions
- Listening
- Resolve complaint
Unit 5 - Analyse and achieve sales targets
- Analyse and attaining sales targets
- Market research
- Setting sales targets
- Confirm team sales targets
- Personal sales targets
- Individual goals
- Long-term goals and plans
- Gross profit and net profit
- Regular monitoring of sales targets
- Analyse customers and performance
- Competitors
- Missing and exceeding sales targets
- Customer analysis
- Sales performance analysis
- Factors affecting sales targets
- Evaluating sales performance
- Sales territory management
- Product and service features
- Identify changing circumstances
- Creating new sales targets
- Sales forecast and targets
- Addressing sales under-performance
- 7 critical customer expectations
- Managing under-performing staff
- Identify customers with strong sales
- Records protection
- Customer profile chart
- Customer loyalty programs
- Follow-ups
- Extending sales opportunities
- Reporting sales progress
- Valid and reliable data
Study Hours
Estimated duration 75 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment
Assessment will be comprised of written exercises, including short-answer questions, reflective tasks, short reports and/or projects. There are no examinations or due dates for assessment. As a result, you can complete training in your own time and at your own pace with the assistance of unlimited tutor support.
Testimonials
About Us
Graduation
A Certificate of Attainment and Statement of Results will be issued upon successful completion of this course.
How to Enrol
Enrol Online: Enrol Now
Enrol via Live Chat (Business Hours)
Enrol via Telephone 1300 76 2221 (Business Hours)
Enrol via Purchase Order/Tax Invoice
Enrolling Multiple Staff?
To enrol multiple staff, please complete the Employer Enrolment Form. We’ll be in touch within 60 minutes during business hours!
Payment Options
Visa, Mastercard, BPAY and EFT/Direct Deposit. Please allow 1-2 Business days for processing for EFT and BPAY.
Course FAQs
Why Choose Australian Online Courses?
- Professional development that is widely recognised and respected;
- Improve your employment opportunities;
- Study online, anywhere via our elearning system;
- High-quality professional development programs written by industry experts;
- All course materials provided online – no textbooks to buy;
- Unlimited tutor support via email;
- We offer twelve (12) months’ access, with extensions available upon application (fees apply);
- Course may be tax deductible; see your tax advisor.
Are there any entry requirements or pre-requisites?
There are no course or subject pre-requisites for entry into our programs. However, our professional development programs are generally intended for people over the age of 18. In some circumstances, enrolments from younger people may be considered. Please complete the AOC Parent Guardian Consent Form prior to enrolling and submit here.
Are there any computer requirements?
To study online with Australian Online Courses you will need a computer (desktop PC/laptop) running a current/updated operating system with reliable high-speed internet access. You will need to use the Google Chrome browser to access your course.
When can I start this course?
You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!
Credit card: Within 60 mins during business hours.
BPAY: Within 1-2 working days.
Internet Banking: Within 1-2 working days.
Cheque/Money Order: Upon receipt of mailed cheque.
How is this course delivered?
This course is delivered online via our easy-to-navigate Learning Management System (LMS), where you will discover interactive online learning/written content, resources and assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our LMS and there are no work placement requirements in this course.
What support can I expect from Australian Online Courses?
Unlimited tutor support is available throughout your studies via email only during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.
I am an international student. Can I enrol into this course?
Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.
Career Pathways
Future growth
Strong
Unemployment
Low
- Professional Sales Consultant
- Professional Sales Representative
- Retail Sales Professional
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