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THE COLLEGE OF PROFESSIONAL SELLING Training Courses

6 training courses found

THE PSYCHOLOGY OF BUYER BEHAVIOUR
Audience aimed at: Corporate training only

The aim of this course is to enable students to understand the reasoning behind and application of a number of empirical research projects into sales and customer communication exchanges Learning Outcomes: Upon completion of this course learners will be able to: Appraise how small agreements can assist decision making Debate how in attempting to change the customer’s mind we may encourage them to question a buying decision Illustrate how providing customers with small gifts can act as a positive stimulus to later sales Explore how recommendations from like-minded customers can act as a positive stimulus to the sale Examine how the customer’s prior experience and expectations can influence the sale Explore how visual stimulus adds to the positive stimulus of sales communication Examine and determine the relevance of cognitive dissonance theory in sales Relate how an analysis of the customer’s stage in life might assist in the sales process This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Intermediate
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
APPLYING LESSONS FROM SPORTS AND THE PERFORMING ARTS IN SALES
Audience aimed at: Corporate training only

Upon completion of this course learners will be able to: Evaluate the effectiveness of learning and skills acquisition in professions such as s

  • Study level: Multiple levels
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
HOW TO EFFECTIVELY COMMUNICATE YOUR SALES MESSAGE
Audience aimed at: Corporate training only

The aim of this course is to acquire and demonstrate how effective communication works within a sales context. Learning Outcomes: Upon completion of this course learners will be able to: Explain how face to face selling differs from other sales communications exchanges Evaluate what effect first impressions has on the sales outcome of customer exchanges Explain how stimulus and response works within a sales context Explain how communication works in regard to the five major human senses Inspect the importance of visuals and body language in communication and in selling Evaluate the research and theory of rapport building and determine its influence on the sales process Consider and evaluate the utilisation of space during sales situations Assemble and evaluate available research into ‘story telling’ as a mechanism for effective communication Evaluate the effectiveness of submitting written sales proposals This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Practice, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Intermediate
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
HOW SALES PROCESS AND STRUCTURE CAN IMPROVE SALES
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore and evaluate the effectiveness of a structured approach to selling and to use this knowledge to construct a strategic and tactical sales process. Learning Outcomes: Upon completion of this course, learners will be able to: Appraise current and past research into the theory of sales structures Evaluate whether structure plays an important role or not in sales success Evaluate current and past research into tradition sales training such as ‘closing’ and ‘overcoming objections’ Construct a bespoke sales process This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Practice, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Intermediate
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE IMPORTANCE OF HAVING A PROPERLY CONSTRUCTED SALES PLAN
Audience aimed at: Corporate training only

Upon completion of this course learners will be able to: Construct and explain a detailed sales plan covering a specific selling period Construct and explain a tracking system to monitor progress against planned activities, targets, and sales forecasts Contrast alignment of a sales plan with an organisation’s corporate objectives Create a personal SWOT analysis Create a series of ratio analyses in order to improve sales performance This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Practice, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Intermediate
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE FIRST STEP IN SUCCESSFUL SELLING: SELF-AWARENESS
Audience aimed at: Corporate training only

The aim of this course is to enable students to investigate the theory of transactional analysis and relate it to their sales roles. Learning Outcomes: Upon completion of this course learners will be able to: Inspect the theory of transactional analysis Interpret their usual style of personal behaviour based upon transactional analysis ego states Relate transactional analysis theory into a sales orientated environment Question how embedded attitudes and cultural diversity may affect open communication Investigate self-esteem in the context of sales success This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Advanced
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance