Sales Training Course

This resource guide is compiled of the following competency element areas:

•            Analyse sales target
•            Determine factors impacting attainment of sales targets
•            Attain sales targets
•            Analyse previous promotion activities
•            Organise advertising and promotion
•            Co-ordinate implementation of advertising campaigns
•            Co-ordinate joint promotional programs
•            Evaluate successes of advertising and joint promotional activities
•            Apply product knowledge
•            Identify specific customer types and behaviour
•            Sell products to customers
•            Gather information
•            Sell benefits
•            Overcome objections
•            Close Sale
•            Maximize sales opportunites
•            Develop sales techniques
•            Work with others to improve sales
•            Sell advantages of business relationship
•            Maximize sale of branded products in a territory
•            Secure effective product positioning in business outlets
•            Report on sale of branded products within a territory

Brief Description

Maintaining the Selling Effort
National Competency Unit	Description
SIRWSLS005A Analyse and achieve sales targets	This unit involves the analysis and achievement use of sales targets to guide performance and monitor the progress of sales against business objectives.
SIRWSLS001A Sell products and services to business customers	This unit is involves the use of sales techniques and encompasses the key direct selling skills from the initial approach by the customer or service provider to closing the sale. It requires a basic level of product knowledge.
SIRWSLS006A Build sales of branded products	This unit encompasses the knowledge and skills necessary to promote, position and maximise the sale of branded products and services for a wholesale business with a defined customer group
SIRWSLS002A Build sales relationships	This unit involves the use of sales techniques required when promoting demand and stimulating longer term, productive relationships with a business customer or a number of businesses within a defined territory.
SIRXMPR008A Implement advertising and promotional activities	This unit involves the targeting of advertising and joint promotional programs to promote the sale of products and services provided to the customer. It encompasses analysis of previous activities, organising and co-ordinating the new activity/campaign and finally evaluating the success of the campaign or activity

A statement of attainment is awarded on completion for the above nationally recognised units of competency.