Sales Knowledge in Personal Selling
About this course
There are 7 stages of the sales knowledge process. This process gives you clear guidelines of what comes first from determining what knowledge is all the way through to evaluation. Never has the saying “knowledge is power” been truer than in the context of the sales function. This course explores the many sources of information available, including internal sources, external sources, networking, formal training, on the job training or information sources and covers the following sources in detail: your customer, your organisation, your product and your competition. Also included, we look at the importance of knowing yourself using the 7 principles of self-knowledge. These principles are inwardly driven and aim to improve your career as a salesperson while helping customers effectively.
The last topic of this course is all about the marketing communication mix. Since sales and marketing are closely linked through the organisation’s objectives, it’s imperative that you know and understand the company’s communication process. Knowing how your role fits into the overall marketing communication mix will help you to add value to the organisation. The elements of the marketing communication mix that are covered in this topic include: advertising, direct Marketing, the internet, sales promotion, publicity, public relations, personal selling and sales discounts (a very popular way of tempting customers to purchase something). As part of the discounting topic we also explore a variety of different kinds of discounts that can be offered, including: Seasonal discounts, allowances, cash discounts, quantity discounts and functional discounts.
Also, in this course, we investigate the connection between sales, distribution channels and technology and end off, addressing issues that may impact your success such as the economy and industry trends as well as the learning habits you will need to cultivate. It is vital to be aware of what is happening in your industry and the economy at large.
What you will learn:
- Salesperson qualities and knowledge process
- Sources of information:
- Know your organisation
- Know your customer
- Know your product
- Know your communications mix
- Know your price and discounts
- Know your competitors
- Know your distribution channels
- Know your economy and industry
- Know your technology
- Know yourself
- Remember what you know
To sign up for this course:
What our students have to say
about IMM Graduate School’s Online Short Courses
This was probably one of the most-informative courses I have ever done. The notes are so detailed and precise, it made studying for my assessments so much easier. GREAT COURSE!!!!
Excellent course. Easy to read and navigate the site. The additional reading was also helpful. Christa is very helpful on the admin side.
I enjoyed this course and I am hoping what I have learned here will help me grow as an individual and help me contribute to me organization. Christa was a great help and motivation, she knew just what to say and it kept me motivated.