Sales Representative & Retail Selling

Sales people are the heart of any business and good selling skills are in constant demand. Whether you are starting out in sales or wanting to maximise your performance, income or commission, this course will equip you with the knowledge and techniques to become a leading salesperson.

This course not only covers all aspects of the selling cycle, from prospecting strategies to the close of sale and buyer motivations, but also includes retail selling practices to improve sales success for those from both a selling or managerial background.

SUBJECTS:
1. Historical Background to Modern Salesmanship
2. A Career in Salesmanship and Personal Disciplines
3. Human Nature in Salesmanship and the Fields of Selling
4. Cultivation of Essential Qualities Why People Buy
5. Finding Prospects and Planning the Sales Presentation
6. Conducting the Sales Presentation and The Sales Talk and The Demonstration
7. Closing the Sale
8. Professional Salesmanship in Practice
9. The Fields of Selling
10. Organising Your Time and Business Records
11. Selling Hints
12. Selling Your Services
13. Introduction to Retail Selling
14. Introduction to Display and Window Dressing and
15. Trade Shows
16. Customer Service. Store Policy – The Human Rights Act
17. Establishing a Rapport. Service Contracts - Guarantees – Complaints – The Consumer Guarantees Act
18. Credit Policy. Hire Purchase – The Layby Sales Act - Credit Cards – Cheques
19. Buying Principles. Purchasing Stock – Pricing Principles - Legal Aspects
20. Stock Control. Labeling - Advertising – Fair Trading and Commerce Acts

Course Number:	230
Prerequisites:	Open entry
Assessments:	20 lessons / 20 assignments
Duration:	This course must be completed within 24 months.
Level:
	Stotts Cengage Education is registered as a private training establishment by the New Zealand Qualifications Authority (NZQA) under the provisions of the Education Act 1989 and its subsequent amendments. This course has no National Qualifications Framework accreditation and no credits will be reported to NZQA upon completion.