Advanced Diploma in Professional Selling
Stucture
A Level 7 qualification, the Advanced Diploma in Professional Selling has ten learning units divided into three modules. There are numerous work-based activities and assignments to submit; an end of programme project; one briefing and three workshops to attend over a 10 months period; a professional development in the workplace portfolio to construct; and end of module exams. Module Dates.
Modules
Module 1 - Personal Awareness in Sales
Psychology and Selling
The aim of this learning unit is to enable students to determine the style of personal behaviours based upon the SEA Scale and to understand the theory of transactional analysis and relate it to their sales roles
Using Social Styles to Sell
The aim of this learning unit is to enable students to recognise assertive, aggressive and submissive sales behaviours; and four social styles of behaviour in order to enhance customer relations
Advanced Communication and Change in Sales Situations
The aim of this learning unit is to enable students to understand the effect of forced change on customer motivation; and to improve their active listening ability in order to improve customer communication
Negotiation Skills in Sales Situations
The aim of this learning unit is to acquire knowledge and skills to be used in sales negotiation situations.
Module 2 – Focus on Customers
Human Behaviour and Selling
The aim of this learning unit is to enable students to understand the reasoning behind and application of a number of empirical research projects into sales and customer communication exchanges
Matching Customer Buying Styles to Selling Styles
The aim of this learning unit is to enable students to determine the most appropriate style for open communication with the customer; and to improve non-verbal skills in order to communication between sellers and buyers
Paying Attention to the Customer
The aim of this learning unit is to enable students to consider the impact of customer service and to construct a customer service plan for their organisation in order to improve customer retention and sales
Preparation and Delivery for Selling to Groups
The aim of this learning unit is to acquire knowledge and skills to enable the student to successfully prepare for and execute sales presentations to groups of potential customers in a formal setting.
Module 3 – Sales Management and Coaching
Preparing For a Move From Sales to Sales Management
The aim of this learning unit is to enable students to determine the usual motivation forces at play of people moving from sales to sales management and to recognise the issues and potential performance barriers surrounding the relationship between salespeople and their managers
Sales Coaching As A Mechanism For Performance Improvement
The aim of this learning unit is to enable students to acquire a basic level of sales coaching skills in order to improve the sales performance of colleagues.
Advanced Diploma in Professional Selling Module Dates
- Introductory 15th September 2010
- Workshop 2 8th December 2010
- Workshop 3 23rd January 2011
- Workshop 4 18th May 2011
- Project Submission 15th June 2011
For more information, contact the Sales Institute of Ireland on 01 662 6904 e-mail info@salesinstitute.ie