Overview
The U-APS Professional Certificate in Sales Fundamentals is designed for individuals who are new to sales or seeking to establish a solid foundation in the principles of sales. This qualification introduces the key concepts, skills, and techniques essential for success in a sales career. By the end of this program, participants will be equipped with the knowledge and confidence to begin their journey in the sales industry.
Course Highlights
- Practical Focus: Emphasis on real-world application of sales concepts through role-plays and simulations.
- Interactive Learning: Engaging workshops and group activities to foster collaboration and skill development.
- Experienced Instructors: Learn from industry professionals with extensive experience in sales and marketing.
- Foundation Building: Ideal for those new to sales or looking to strengthen their basic sales skills.
Who Should Enroll
- Aspiring sales professionals with little to no experience in the field.
- Recent graduates seeking to enter the sales industry.
- Individuals working in customer-facing roles looking to transition into sales.
- Entrepreneurs and small business owners aiming to improve their sales skills.
Learning Outcomes
By the end of this course, participants will:
- Understand the basic principles and processes of sales.
- Develop effective communication and interpersonal skills essential for sales success.
- Apply fundamental sales techniques to identify customer needs and close sales.
- Build and manage customer relationships to foster loyalty and repeat business.
Gain confidence in delivering sales presentations and handling customer objections
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Module 1: Introduction to Sales
- Topics Covered:
- Overview of the Sales Profession
- The Sales Cycle: From Prospecting to Closing
- Understanding Customer Needs and Pain Points
- Building and Maintaining Customer Relationships
- Reading Materials:
- “The New Strategic Selling” by Stephen Heiman
- Articles on the evolution of sales and modern selling techniques
- Assessment Methods:
- Quizzes on sales concepts and terminology
- Role-play exercises simulating customer interactions
Module 2: Communication Skills for Sales
- Topics Covered:
- Active Listening and Understanding Customer Needs
- Verbal and Non-Verbal Communication Techniques
- Building Rapport and Trust with Customers
- Persuasive Communication and Influence Techniques
- Reading Materials:
- “How to Win Friends and Influence People” by Dale Carnegie
- Case studies on effective communication in sales
- Assessment Methods:
- Written assignments on communication strategies
- Group presentations demonstrating communication techniques
Module 3: Sales Techniques and Strategies
- Topics Covered:
- Prospecting: Identifying and Qualifying Potential Customers
- The Art of the Sales Presentation: Structuring and Delivering a Compelling Pitch
- Handling Objections: Techniques to Overcome Customer Resistance
- Closing the Sale: Strategies to Seal the Deal
- Reading Materials:
- “SPIN Selling” by Neil Rackham
- Sales strategy guides and practical tips
- Assessment Methods:
- Practical exercises in prospecting and lead qualification
- Case studies on successful sales presentations and closing techniques
Duration
- Program Length: 3 months (Part-time study)
- Weekly Commitment: 5-7 hours of study, including online classes, assignments, and self-study
Recommended Fees
- Tuition Fee: GHS 3,000
- Includes: Course materials, access to online learning platform, and assessment fees
Certification
Upon successful completion of the course, participants will be awarded the U-APS Professional Certificate in Sales Fundamentals, recognized as a valuable credential for entry-level sales positions.
This course is the first step in the U-APS sales qualification pathway, providing the essential skills and knowledge to progress to more advanced levels of sales expertise.
