Identifying potential customers involves recognising individuals or entities who may be interested in a product or service. Generating selling opportunities includes actively creating situations or scenarios where a sale could occur.
This unit standard is intended for learners who will review the existing client/customer base and identify potential customers using a range of research and resource methods: Thereby generating selling opportunities. Contact all clients/customers in a professional manner, handling any objections and/or requests efficiently: Evaluate and record responses for future reference. On achievement of this unit standard, the learner will be able to identify potential customers, generate selling opportunity and respond to sales opportunities.
Course Content
- Potential customers are identified using standard research methods
- Sales leads are gathered from a range of sources in accordance with company procedures
- Communication channels are established with purchasing decision-makers
- Existing and potential customer base is reviewed to determine new selling opportunities according to company procedures
- Sales leads are pursued in accordance with company procedures
- The procedure to contact potential is explained according to standard company policies and procedures
- The procedure to relay information relating to a service or product to a customer is described in accordance with company policies and procedures
- Future interactions with the customer are agreed upon according to company policies and procedures
- Customer objections or requests for information are dealt with in accordance with company procedures
- Sales leads or contacts are evaluated against the organisations set criteria
- Sales leads or contacts are recorded according to the organisations standard procedures
- Sales leads or contacts are followed up according to company policies and procedures
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
