Training Programmes - Level 7

Diploma in Professional Selling

The Diploma in Professional Selling is designed to enhance the professional selling approaches and selling behaviours of sales executives. It is aimed at graduates or experienced sales professionals with at least 3 years sales experience

The programme consists of 4 taught modules and a final project. The participants can choose from 7 modules. Each module consists of 18 hours in total as well as pre-module reading assignments, significant project assignments, and case study preparation.

Satisfactory completion of 4 courses of the programme, including assignments will entitle participants to 20 credits under the Irish National Qualifications Framework – NQF Level 7). In addition an individual research project, involving preparation of substantial work-related assignment with entitle the participants to 10 credits.

The programme will be organised in partnership with Evolve Training Consultants. Students will be registered by the Office of Adult and Continuing Education for a Diploma in Professional Selling. These awards may be recognised at Level 7 of the Irish NQF.

This Diploma is a 30 ECTS Diploma.

MODULE DESCRIPTIONS

Module 1 Value Proposition and Forecasting
Module 2 Sales Presentations
Module 3 Product Marketing
Module 4 Prospecting
Module 5 Selling at Sales Meetings
Module 6 Negotiation Skills
Module 7 Account Management

Module 1 - Value Proposition and Forecasting

Sales Managers and Sales Executives need to clearly understand their product and be able to clearly and articulately explain its relevance to a market. They also need to know what they need to do in that market to achieve their targets.

• What am I selling? What benefits does it convey?
• How do I position my product or service to my customers?
• What is our competitive strategy?
• How to define and segment your target market
• Understanding the 4 stages of the sales process
• How to measure effectiveness at each stage
• How to improve effectiveness at each stage
• How to forecast

Module 2 - Sales Presentations

• The Sales Executive has to make frequent presentations to Buying teams and marketing teams, this course will significant improve the impact of the presentation.
• How to prepare for presentations
• How to structure presentations for improved audience comprehension
• Effective use of the voice: How to use the pitch, pace, volume and energy of your voice to best effect
• Use of stories and drama in presentations
• Using visual aids for higher impact
• Techniques for using notes & memory aids
• How to handling Q & A effectively


Module 3 - Product Marketing

As a Sales Manager and Sales Executive you may have a number of local responsibilities in relation to marketing, however, you don’t always have a marketing resource.

• How to write copy for brochures
• How to write direct mail
• How to create effective email campaigns
• Effective sponsorship management
• Permission based marketing

Module 4 - Prospecting

This very practical module looks at how to make contact with new customers.
It examines how to strategically examine the networking events of your target audience. It focuses on correct networking behaviour with a view to maximise personal impact. It teaches how to make compelling phone calls that get meetings.

• Defining your ideal prospect
• Where to find ideal prospects
• Where to network
• Some useful tips for networking
• How to ask for referrals from existing clients
• The usefulness of complimentary solution providers
• Creating a 4 week plan (going for low hanging fruit)
• How to make appointments over the phone
• How to leave compelling voicemails

Module 5 - Selling at Sales Meetings

This module examines how to prepare and conduct sales meetings. It focuses very heavily on how to consult with a client in a pull not push style.

• How to prepare for sales meetings
• How to structure a sales meeting
• Developing rapport
• Questioning strategies
• Gaining commitment
• How to present
• Overcoming objections

Module 6 - Negotiation Skills

This course will equip students with the skills to negotiate better commercial deals.

• Key principles of negotiation
• How to prepare for negotiation
• The six stages of negotiation
• Effective behaviours in negotiation
• How to use and respond to the most common NEGOTIATING TACTICS
• How to maintain margin

Module 7 - Account Management

• This account development course builds on existing sales skills to provide the business acumen and relationship building skills required to successfully develop and manage 

• The Fundamentals Of Account Management
• The Role Of The Account Manager
• Managing the Relationship
• Building Long Term Commitment
• Successful Strategies for Account Development
• Building Robust Account Plans