Sales Success Short Course

Lesson Structure

There are 8 lessons in this course:

1. Presentation, Personality and Communication in Selling
   • Personality, Self-Awareness and Attitude
   • Types of Shoppers
   • Communication, Active Listening and Conversation Selling
   • Communicating Confidence
   • Trends in Ethical Shopping
2. Helping the Product Sell Itself
   • Merchandising and Displays
   • Signs
   • How Customers Pay
   • Case Study: Garden Centre Products & Services
3. Product Knowledge
   • What is Product Knowledge?
   • Knowing your competition
   • Marketing for Sales Outlets and Retail Businesses
4. Selling Made Simple
   • Introduction - The selling process
   • Steps in Sales
   • Using Language to Promote Sales
   • Creating Logical Sentences
   • Reduce Confusion in Your Sales Approach
5. 'The Opening’ (Gaining the Customer ’s Attention)
   • Introduction
   • Timing and Opening a Sale
6. 'Closing a Sale’ (COS)
   • Add-On Sales/Upselling
7. The Law and Selling
   • Ethics and Selling
   • Ethics in Sales
   • Guidelines for Ethical Marketing and Selling
8. Gaining and Keeping Customers
   • Customer Satisfaction
   • Promotions
   • Measuring Success