Business & Management
Introduction to Sales
Assessment type
Training only (attendance)
Minimum duration
30 Minutes
Course delivery
E-learning
Description
The Introduction to Sales eLearning course provides learners with an understanding of the fundamental principles of selling and the skills required to support effective customer and client interactions.
The course explores the sales process, identifying customer needs, communicating value and developing positive customer relationships. Learners will consider practical approaches to questioning, listening, presenting products or services and progressing sales conversations in a professional and customer-focused manner.
Who Should Attend?
- Employees new to sales roles.
- Sales and business development personnel.
- Customer service employees with sales responsibilities.
- Account and relationship management personnel.
- Employees who discuss products or services with customers.
- Employees preparing to take on sales responsibilities.
- Anyone looking to develop a foundation-level understanding of sales.
What You Will Learn
- The purpose and principles of effective selling.
- Understanding the role of a salesperson.
- The importance of taking a customer-focused approach.
- Understanding the stages of the sales process.
- Preparing for a sales conversation.
- Identifying prospective customers and opportunities.
- Building rapport and establishing positive customer relationships.
- Understanding customer needs, priorities and expectations.
- Using effective questioning techniques.
- Applying active listening during sales conversations.
- Identifying the customer's underlying requirements.
- Communicating clearly and professionally.
- Developing appropriate product or service knowledge.
- Explaining features and benefits effectively.
- Relating products or services to identified customer needs.
- Communicating value appropriately.
- Recognising and responding to customer questions and concerns.
- Understanding the role of objections within the sales process.
- Recognising appropriate opportunities to progress a sale.
- Confirming customer understanding and requirements.
- Maintaining professional relationships following a sales interaction.
- Following up with customers appropriately.
- Maintaining accurate records of sales activities where required.
- Applying professional and ethical behaviours throughout the sales process.
Course Delivery
This course is delivered as self-directed eLearning through the ELMO learning platform.
Learners can work through the course at their own pace and can move backwards and forwards through the learning content as required. The course does not need to be completed in one sitting, allowing learners to leave and return to their training where necessary.
Interactive activities may be included throughout the course to reinforce key learning points.
Assessment
Knowledge and understanding are checked through online assessment activities. Depending on the course content, these may include multiple-choice questions, matching exercises, drag-and-drop activities and image-based questions.
A minimum score of 70% is required to successfully complete the course.
Certification
Upon successful completion of the course and assessment requirements, learners will receive a UK Rural Skills (UKRS) Accredited Certificate of Training.
Course Duration
The course is self-directed and learners can progress through the content at their own pace. Completion time may therefore vary depending on the individual learner.
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