Diploma in Professional Selling

 

 

Structure

A Level 6 qualification, the Diploma in Professional Selling has 12 learning units divided into three modules. There are numerous work related activities and assignments to submit; simulations to prepare for; 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. 

 

 

Modules

Module 1 - Planning and Preparation for Sales

 

The History, Definition and Variety of Sales Roles

The aim of this learning unit is to acquire knowledge and understanding of the history of selling as an activity; the traditional image of salespeople; the variety and complexity of sales roles; and the people engaged in sales activities.

 

The Knowledge, Skills and Attitudes Attributable to Successful Selling

The aim of this learning unit is to examine the levels of knowledge, skills, and competencies required to succeed in sales.

 

Selling as a Professional Activity

The aim of this learning unit is to explore and compare the sales profession to other professions and to determine what can be learned from this in order to improve sales success.

 

Buyers and their Motivation

The aim of this learning unit is to evaluate the theory of Maslow’s Hierarchy of Human Motivation in relation to buyer motivation; to understand potential buying motives; and to explore and compare the relationship between buyers and sellers, in order to determine whether this influences success or failure in selling.

 

Module 2 – Planning and Preparation for Sales

 

Prospecting and Qualifying

The aim of this learning unit is to raise awareness and determine the approach to be taken with regard to the process and practices of prospecting.

 

Selling by Telephone

The aim of this learning unit is to acquire competence and skills in using the telephone as a sales tool

 

Preparation for and Structure of Sales Presentations

The aim of this learning unit is to explore and evaluate the effectiveness of traditional sales techniques such as ‘closing’ and ‘overcoming objections’.

 

The Market and your Forecasted Share of it

The aim of this learning unit is to construct a personal business plan.

 

Module 3 – Sales Process Implementation

 

Selling Yourself, Your Company, and Your Product or Service Proposition

The aim of this learning unit is to acquire and be able to demonstrate understanding of how communication works within a sales context.

 

Identifying and Satisfying Customer Needs

The aim of this learning unit is to examine and evaluate existing research into skills seen to be relevant in selling (e.g. questioning skills; ability to convert product features into customer benefits).

 

Personal Goals and Managing Time

The aim of this learning unit is to acquire a systematic and effective approach to goal-setting and time management.

 

Written Communication Skills for Salespeople

The aim of this learning unit is to acquire knowledge and skills in the production of sales proposals and report writing. The aim of the workshop is to review progress and to embed the learning outcomes of Module DPS3.

 

 

Diploma in Professional Selling Module Dates

Introductory    14th September 2010

Workshop 2     7th December 2010

Workshop 3     22nd January 2011

Workshop 4     17th May 2011