MAM3040 Promotion – Sales Techniques

1.1 define selling and discuss the role of the salesperson in:

1.2 discuss the effect of ethical and legal considerations on the role of the salesperson

1.3 identify personality traits that are needed by salespeople and indicate why they are important

1.4 describe how sales support activities link to success in sales; e.g., stockkeeping, housekeeping, building displays, preventing loss/waste, directing customers, handling complaints

1.5 list characteristics that customers expect to find in a salesperson and indicate:

1.6 explain what is required in a successful sales presentation

1.7 describe motivators for why people buy

1.8 describe different customer types

1.9 describe what produces satisfaction when making a personal purchase including:

2.1 describe how a salesperson prepares for the customer including:

2.2 research and analyze information related to prospective customers and product information

2.3 explain how the welcome statement can help get attention and establish customer rapport

2.4 practise and demonstrate using different approaches for a variety of situations including social, service and merchandising

2.5 explain the effectiveness and timing used by the salesperson to identify the customer’s needs and wants; e.g., observe customer, use selling statement(s), ask question(s), listen to customer

2.6 develop a series of questions to determine the customer’s needs

2.7 describe the importance of determining the type of customer and how the sales presentation is tailored to encourage the customer

2.8 explain how the salesperson can recognize customer buying signals

2.9 suggest possible sales activities/responses for customer personality types

2.10 describe the use of sensory appeal in sales demonstrations and how it is effective

2.11 identify other techniques that are used by salespersons to encourage customers

2.12 identify and list at least 10 unique selling points (USPs) for a product

2.13 turn product features or USPs into customer benefits

2.14 explain what a salesperson can do to counteract customer:

2.15 describe possible techniques for answering objections and indicate under what circumstances they could be appropriately used as an answering method

2.16 prepare a variety of objections that customers may raise and describe how to overcome these objections effectively

2.17 describe how a natural close to the sale can be achieved by including the following alternatives:

2.18 describe the conditions under which the salesperson determines the appropriate time to close the sale

2.19 explain the purpose of the trial close and how it can be included in the sales discussion

2.20 identify a variety of closing techniques and describe the circumstances that would best support each

2.21 describe lost sales, errors in closing a sale and preparing for the next sale

2.22 identify the techniques that can be used to support more sales now and in the future

2.23 demonstrate the mechanics of closing including:

3.1 demonstrate fundamental skills to:

3.2 demonstrate personal management skills to:

3.3 demonstrate teamwork skills to:

4.1 identify short-term and long-term goals

4.2 identify steps to achieve goals