Expand+Overview
This programme aims to fortify the Sales Professional’s understanding of sales strategy and techniques integrating their experience with best academic knowledge. This short course is ideal for anyone in the sales industry who is looking t...

Hide-Overview
This programme aims to fortify the Sales Professional’s understanding of sales strategy and techniques integrating their experience with best academic knowledge. This short course is ideal for anyone in the sales industry who is looking to gain some insight on how they can improve their own and their organisation’s sales strategies. Delivered by experts with exceptional industry experience the programme looks at how to improve sales strategies across various industries. The classroom environment is designed for those in sales roles and endeavours to ensure peer and expert learning.

Expand+Organisational Sales Strategy (10 credits):
This module aims to impart to the student the importance of understanding how consumers and organisations purchase in order for sales people to successfully develop strategies to positively influence th...

Hide-Organisational Sales Strategy (10 credits):
This module aims to impart to the student the importance of understanding how consumers and organisations purchase in order for sales people to successfully develop strategies to positively influence the purchase decision. Leading from this, students gain an understanding of the wider organisational perspectives on sales strategy and sales management issues.

On successful completion of this module, the student will be able to:
• demonstrate factors central to decision making in B2C and B2B situations.

• develop an effective marketing and sales strategy in the context of a thorough knowledge of consumer and organisational buying behaviour.

• examine the role of sales in the context of the wider organisation

• develop a strategic and results driven approach to organisational selling and sales channel management.

Effective Sales Techniques (10 credits):
In this module, students develop an understanding of the role and functions of the salesperson and the key skills needed to be a professional sales person. How to take a strategic and planned approach and how to develop long term consultative relationships with customers.

On successful completion of this module, the student will be able to:
• critically assess the functions of a professional sales person.

• evaluate effective sales strategies in a range of organisations

• develop a strategic and goals driven approach to selling sales prospecting and planning.

• assess the management of sales relationships within the framework of medium/long term sales strategy.

• develop a strategy to integrate sales and marketing activities

• conduct a consultative sales presentation.

• explore the preparation required for a move from sales representative to sales management.