Online Training

Sales & Marketing

Title: Advanced selling    Delivery mode: Download PDF

This module forms part of: Professional Diploma in Sales & Marketing

Description: This unit commences by outlining the sales phases of pre-sales, sales and post-sales, and the activities undertaken and sales skills required in each phase. Emphasising the need for process in today’s complex sales environment, the unit then goes on to examine the sales process, from opportunity management to solution delivery, detailing the activities and business check points. Noting that the sales process, in its widest sense, encompasses the activities of the whole organisation, particular attention is paid to those aspects of the process that require the pro-active engagement of the Sales Manager. Students are then introduced to a range of selling techniques, covering relationship selling, consultative selling, solution selling and SPIN selling. The role of Neuro Linguistic Programming in sales is also examined. Given the international business environment we operate in, and increasing global competition, the unit introduces the additional complexities in international selling. It looks at the importance of understanding cultural differences, the impact of culture on selling and negotiation, and the paradox of globalisation and localisation. Other topics covered in this unit include the critical role of quality in selling, and the need for salespeople to develop complex problem solving and communication skills.

For more information or to purchase any of the Online Training Modules above please email grow@rdihongkong.com or call de-Lay on +852 - 2992 0133