Identifying early buying signals and taking appropriate action, negotiating and agreeing to the terms and conditions of a sale, preparing quotations according to organisational policies and procedures, handling customer objections and concerns, describing the current state of a specific industry, and successfully closing deals to obtain customer commitment are key steps in the sales process.
A learner is capable of conducting sales in a specific industry by presenting the products and services to the customer in such a way that is conducive to a successful sale. A learner is capable of acting in such a manner to enhance the image of the specific retail industry. On achievement of this unit standard, the learner will be able to identify early buying signals and act thereupon, negotiate and/or agree to the terms and conditions of the sale, prepare quotations according to organisational standard policies and procedures, handle and deal with customer objections and concerns, describe the current state of a specific industry and close the deal and obtain customer commitment.
Course Content
- The characteristics of early buying signals are described, as is applicable to a specific industry.
- The reaction to early buying signals is demonstrated according to organisational procedures in a structured scenario.
- The standard company sales procedures are explained in terms of obtaining a prospective buyer’s commitment.
- Items requiring agreement are identified to the satisfaction of the customer and organisation.
- An agreement on the supply of the product/service is concluded that meets the requirement of all parties.
- Agreements are formalised and documented according to organisational requirements.
- Conditions of the sale are defined in terms of company procedures and legislative framework.
- The commitment of, internal and external departments are formalised to meet the requirements of the quotation.
- Quotation is presented according to organisational and legislative and legal requirements.
- The method of clarifying and addressing concerns and objections of customers are described in terms of organisational policies.
- A proposal to address customer objections and concerns is formulated in terms of company policies and procedures.
- The procedures to deal with unresolved objections and concerns are described in terms of company policy and procedures.
- Divisions of a specific industry are described with reference to the role and contribution of each division to the industry.
- Industry specific information is analysed to determine trends and availability.
- The purpose of specific legislation relating to an industry division is described in terms of the objectives.
- The consequences of non-compliance to industry specific legislation are described in terms of the legislation.
- The customer’s commitment to purchase is formalised and a cause of action agreed according to organisation policies and procedures.
- The ability to secure a future relationship with the customer is demonstrated in terms of company policies and procedures.
- The process to distribute the different documents is explained according to company procedures.
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
