The Art of Selling by IMM

The Art of Selling

Personal selling is the exchange of ideas or information, verbally or non-verbally between the customer and the salesperson. The earliest form of personal selling involved bartering systems but progressed to the development of coinage which enabled exchange to occur more efficiently. Today, the aim of communication in personal selling is to inform the customer and persuade them to purchase

Where this course could take you:

Here are some career opportunities this short course will help you work towards:

  • In-store retail salespeople, who sell to walk-in customers
  • Direct sellers, such as Tupperware sellers
  • Telephone salespeople, who sell to people over the phone
  • Wholesalers, who sell to other businesses for resale
  • Sales representatives, who visit businesses to make sales
  • People who sell services, not goods

It is often said that many people end up in sales as a matter of default, as they did not necessarily search for a career in sales, but rather ended up in sales as a result of not being able to find another job. Yet most successful salespeople are professionals and have no intention of exchanging their careers. One often hears or reads, ‘Salespeople are born, not made.’ There are clear characteristics associated with effective salespeople, many of which can be trained

This course will give you a better understanding of selling as a career, the use of verbal, non-verbal and written communication in the sales process and how to influence the customer buying process. You will also realise the importance of sales knowledge and information and how to acquire sales knowledge from a variety of sources, formally and informally. In today’s competitive marketplace, those that deliver the fastest and best service will be most successful. It is vital therefore as part of this course to introduce you to the technology that will make your sales efforts more effective and profitable.

What you will learn: 

  • About personal selling and the impact the selling profession has on the economy
  • The advantages and disadvantages of personal selling
  • Different types of sales careers
  • Technology trends in selling
  • The characteristics and behaviour of a great salesperson
  • The selling cycle including:
    • Prospecting
    • Planning the sales call
    • Approach
    • Presentation
    • Closing
    • Following up
  • How to use verbal and non-verbal communication when selling.
  • The role of social selling, why it is so important and its impact on the selling cycle
  • How to influence the customer buying process through:
    • Sales presentations
    • Adapting
    • Negotiating
    • Handling objections
  • Psychological influenced and buying models of consumers
  • What motivates customers to buy
  • The importance of sales knowledge and various sources of information
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