The Art of Selling (TBUB)


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.


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. One of the key skills required by salespeople is that of developing and maintaining relationships with their customers over time. 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.