WHOLESALE SALES TRAINING PROGRAM
2 x FULL DAY
INTERACTIVE SALES TRAINING SESSIONS
Discover your natural selling ability as you learn the sales process for developing new business. You will create your own personal Sales Tool Kit to assist you, from prospecting to closing the sale. Be inspired by our unique two-day Sales Master Class Program, developed and integrated into a nationally recognised Certificate III in Wholesale qualification.
SESSION 1
Provide sales solutions to customers – You will develop the skills to listen, negotiate and problem solve whilst ensuring customer satisfaction through chosen marketing principles and practice. You will improve your ability to research and profile a customer, identify opportunities through open-ended questions, demonstrate products and services as well as highlight your company’s points of difference.
SESSION 2
Build relationships with customers – In this session you will develop skills to plan, organise and work to a daily routine. Grow to become exceptional at customer interaction and building relationships through advanced sales techniques such as:
 How to qualify customers and decision makers
How to prospect and deal with rejection
How to set a sale up from start to finish
How to read the client through verbal and non-verbal buying signals
How to overcome objections
How to close the sale through soft, hard and alternative closing techniques
How to ask for the order and close the sale
How to stick to a “Sales Game Plan” to over achieve targets
4 x HALF-DAY
FINE TUNING SESSIONS
These four active half day sessions give you the opportunity to refine and perfect your new skills gained during our two day sales program.
SESSION 1
Develop product knowledge – Develop an understanding of your company’s key features as well as how these features translate into benefits to your customers. You will also learn to evaluate competitors’ products and services against your own to establish your company’s key points of difference.
Maintain business-to-business relationships – Develop the skills and knowledge required to identify and service specific customer needs. You will also learn to build and maintain sustainable relationships with business customers by identifying key customer contacts and confirming trading terms.
SESSION 2
Analyse and achieve sales targets – Become skilled at setting, analysing, and achieving personal sales targets month-to-month and year-to-year. Learn how to identify factors affecting sales performance and implement strategies to overcome them.
Build sales of branded products – Develop skills in settings sales objectives, develop promotional strategies, monitor sales and ensure outcomes are achieved for well-known or branded products. You will learn to identify factors affecting sales of branded products and develop strategies to maximise sales.
SESSION 3
Optimise customer and territory coverage – Gain the knowledge to efficiently plan and service business customers within a defined territory. You will also become skilled at seeking opportunities to improve your territory coverage.
Build sales relationships – Solidify your position in your company and learn to promote, demand and stimulate long-term, productive relationships with countless business customers.
SESSION 4
Co-ordinate merchandise presentation – Learn to apply knowledge of store merchandising and pricing policies to coordinate relevant staff members to arrange, present and price merchandise according to store requirements. You will learn skills in supervising sales and informing staff of store merchandise presentation requirements for sales, promotions and special events. You will develop an ability to provide feedback to management in regards to improvement of store marketing and promotional activities.
Implement advertising and promotional activities – You will develop skills to create targeted advertising campaigns and generate joint promotional programs to advocate the sale of your company’s products and services. You will learn to evaluate and analyse previous marketing activities in order to improve new promotional activities.
Increase your future career prospects, by learning the essential skills required to ‘win the customers approval’ in today’s competitive market place.
NO EXAMS
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Obtain a nationally recognised qualification through Pollard Institute whilst completing assignments relating directly back to your workplace.
The above subjects can also be completed by flexible delivery
Tap into your OWN potential:
Increase your career potential
Get that big promotion that you have always wanted
Earn more $$$ through increased sales
Start thinking ‘outside the square’
Drive results through your new skills
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