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Entry to the Diploma is by way of successfully completing
the Certificate in Selling Skills or by having recognition
of Accredited Prior Learning, the student having completed
a programme of related studies matching in part or whole the
learning outcomes of the Certificate in Selling Skills.
The profile of a typical learner is someone who has been
working in sales either as a self-employed salesperson or
within in the sales function of an organisation large or small
for at least two years.
PROGRAMME AIMS
- To add to the student’s motivation and understanding
of selling by exploration of their personal motivation in
selling
- To provide students with a focus in terms of their self-awareness
- To enable students to recognise their communication style
and how this can affect relationships with customers and
to be aware of how cultural diversity make require a need
to modify their natural communication style
- To provide students with an understanding of the influencing
factors surrounding customer buying decision making including
the influence that may be exerted by internal functions
such as:
- Finance
- Human Relations Management
- Marketing
- To prepare students for a move into sales management
- To provide students with the means and opportunity of
connecting the learning points of the syllabus with their
personal work environment and the macro economy in which
they operate
- To assess the student’s ability to apply the principles
learned during this programme in a simulated environment
- To promote the transfer of knowledge and skills acquired
on the programme to the workplace
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CORE PROGRAMME LEARNING OUTCOMES
At the end of the Diploma in Selling learners will be able
to:
- Demonstrate understanding the theory of transactional
analysis and relate it to their sales roles
- Determine and be able to recognise assertive, aggressive
and submissive sales behaviours and demonstrate how this
may need to be adapted in the face of a culturally diverse
community
- Construct a plan for developing their listening skills
- Demonstrate understanding of the effect of forced change
on motivation
- Demonstrate understanding of the reasoning behind and
application of a number of empirical research projects into
sales and customer communication exchanges
- Determine the most appropriate style for open communication
with the customer
- Construct a customer service plan for their organisation
- Improve their non-verbal communication skills
- Determine the usual motivation forces at play of people
moving from sales to sales management
- Recognise the issues surrounding the relationship between
salespeople and their managers
- Demonstrate understanding of the differences between sales
management and sales coaching
- Acquire a basic level of sales coaching skills
ELECTIVE LEARNING OUTCOMES:
Dependent upon which options are chosen, course students
will be also be able to:
- Demonstrate an awareness of the variety of methods which
are available for making initial contact with potential
customers
- Create the long term strategy for customer retention,
repeat selling, and referral business
- Create and execute an effective plan for negotiation
- Improve customers and internal colleagues in an effective
and clear written style
- Create and execute an effective presentation to a group
of potential customers and colleagues
- Demonstrate an understanding of the attributes required
of goal achievers
- Manage time effectively
- Demonstrate understanding of how to use the telephone
to sell a product, service, or appointment
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Entry
Requirements, Aims and Outcomes
