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CPD Course
Sales Fundamentals
Develop practical knowledge and confidence in Sales Fundamentals. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that...
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Course Description
Buying for a team?
Choose 5 or 10 licences to purchase access for multiple learners at a reduced per-person rate. After purchase, eBSI will contact you to confirm the learner details and arrange course access for each participant.
Develop practical knowledge and confidence in Sales Fundamentals.
Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.
Why this course matters
This course turns the subject into practical, structured learning you can apply in real business and workplace situations. It is designed to help you move beyond definitions and understand how the ideas, tools and decisions covered in the course fit together.
What you will gain
- Understand the core principles and practical approaches covered in Sales Fundamentals.
- Recognise situations where those approaches can improve workplace decisions or performance.
- Apply the course ideas more confidently in day-to-day professional situations.
Who is this course for?
This course is suitable for digital marketers, SME owners, entrepreneurs, sales and marketing professionals and anyone responsible for online business growth.
Course at a glance
- Study time: approximately 2 hours.
- Format: self-paced online learning.
- Professional development: CPD course.
Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.
The Sales Fundamentals course will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. Participants will become more confident, handle objections, and learning how to be a great closer.
Completing this course will confer 2 CPD Credits towards internationally recognised Continuous Professional Development Requirements within organisations operating this kind of staff development methodology.
Course Outline
Module One: Getting Started
Module Two: Understanding the Talk
- Types of Sales
- Common Sales Approaches
- Glossary of Common Terms
Module Three: Getting Prepared to Make the Call
- Identifying Your Contact Person
- Performing a Needs Analysis
- Creating Potential Solutions
Module Four: Creative Openings
- A Basic Opening for Warm Calls
- Warming up Cold Calls
- Using the Referral Opening
Module Five: Making Your Pitch
- Features and Benefits
- Outlining Your Unique Selling Position
- The Burning Question That Every Customer Wants Answered
Module Six: Handling Objections
- Common Types of Objections
- Basic Strategies
- Advanced Strategies
Module Seven: Sealing the Deal
- Understanding When It's Time to Close
- Powerful Closing Techniques
- Things to Remember
- Review Questions
Module Eight: Following Up
- Thank You Notes
- Resolving Customer Service Issues
- Staying in Touch
- Review Questions
Module Nine: Setting Goals
- The Importance of Sales Goals
- Setting SMART Goals
- Review Questions
Module Ten: Managing Your Data
- Choosing a System That Works for You
- Using Computerized Systems
- Using Manual Systems
- Review Questions
Module Eleven: Using a Prospect Board
- The Layout of a Prospect Board
- How to Use Your Prospect Board
- A Day in the Life of Your Board
- Review Questions
Continue your learning
Part of this learning pathway: Sales & Marketing
Learners also take: Top 10 Sales Secrets
Course pathway: eBSI SME Academy > Sales & Marketing > Sales Fundamentals
Explore more Sales & Marketing training or return to the eBSI SME Academy.
Your questions, answered
Does the course include a certificate?
The course assessment leads to a downloadable digital PDF CPD Certificate of Completion. See the course description for the CPD credits awarded.
What is CPD?
CPD stands for Continuing Professional Development. It is the ongoing learning that helps you maintain and develop the knowledge and skills you use in your work. Courses, workshops and other learning activities can contribute to your CPD record.
Can I ask a question before enrolling?
Book a free video consultation to discuss your goals and course choice.