Certificate 4 Business Sales Powerpoint


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Certificate IV Business Sales Powerpoint overview from Management Consultancy International (Australia). This PPT slide pack provides all the information that you need to know about our Certificate IV Business Sales Training programme

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  • Certificate 4 Business Sales Powerpoint

    1. 1. Denise Meyerson Management Consultancy International Briefing Certificate 4 in Business Sales
    2. 2. Introducing Management Consultancy International
    3. 3. Agenda <ul><li>What is the structure and content of Certificate 4 Business Sales? </li></ul><ul><li>What is innovative in the Management Consultancy International program? </li></ul><ul><li>What funding is available? </li></ul><ul><li>How do we measure ROI on the program? </li></ul><ul><li>Questions and comments </li></ul>
    4. 4. BSB 40607 : Certificate 4 in Business Sales 1 core unit + 9 elective units <ul><li>Core Unit - Occupational Health + Safety BSBOHS407A Monitor a safe workplace </li></ul>Choose 5 Sales Units BSBSLS402A Identify sales prospects BSBSLS403A Present a sales solution BSBSLS404A Secure prospect commitment BSBSLS405A Support post-sale activities BSBSLS406A Self-manage sales performance BSBPRO401A Develop product knowledge BSBREL402A Build client relationships and business networks
    5. 5. + Select 4 Additional Electives See full list of electives on the student information sheet Including: BSBCUS401A Coordinate implementation of customer service strategies BSBCUS402A Address customer needs BSBCMM401A Make a presentation
    6. 6. What is the content of the Management Consultancy International Business Sales Program? <ul><li>Customised where possible to organisation’s context </li></ul><ul><li>The Portfolio builder </li></ul><ul><li>Award-winning content </li></ul>
    7. 7. Flexible Options <ul><li>The public schedule </li></ul><ul><li>Recognition of Prior Learning – we certificate your existing sales program </li></ul><ul><li>In-house delivery of customised content </li></ul>
    8. 8. Program Overview <ul><li>Module 1 </li></ul><ul><li>Develop product knowledge </li></ul><ul><li>Build client relationships and business networks </li></ul><ul><li>Module 2 </li></ul><ul><li>Identify sales prospects </li></ul><ul><li>Present a sales solution </li></ul><ul><li>Module 3 </li></ul><ul><li>Secure prospect commitment </li></ul><ul><li>Self-manage sales performance </li></ul><ul><li>Module 4 </li></ul><ul><li>Monitor a safe workplace </li></ul><ul><li>Coordinate implementation of customer service strategies </li></ul><ul><li>Address customer needs </li></ul><ul><li>Module 5 </li></ul><ul><li>Elective and wrap-up </li></ul>
    9. 9. Structure of Sessions Theory Video content – Discussion – Debate - Activity How does this apply to you in your role?
    10. 10. Examples from the program
    11. 11. Sell me this pen
    12. 12. Session 1 <ul><li>The sales cycle </li></ul><ul><li>Communication styles </li></ul><ul><li>DISC Profiling </li></ul><ul><li>Active Listening </li></ul><ul><li>Benefits vs Features </li></ul><ul><li>Self-motivation </li></ul>
    13. 13. Session 2 <ul><li>Research & preparation </li></ul><ul><li>Planning & structuring a sale </li></ul><ul><li>A model for selling - SPIN </li></ul><ul><li>Questioning techniques: </li></ul><ul><ul><li>Situation questions </li></ul></ul><ul><ul><li>Problem questions </li></ul></ul><ul><ul><li>Implication questions </li></ul></ul><ul><ul><li>Need-payoff questions </li></ul></ul>
    14. 14. Session 3 <ul><li>Negotiation skills </li></ul><ul><li>Dealing with objections </li></ul><ul><li>Cialdini’s secrets of influence </li></ul><ul><li>Finding the time to sell </li></ul>
    15. 15. Session 4 <ul><li>Sales presentations </li></ul><ul><li>Networking skills </li></ul><ul><li>Customer service excellence </li></ul><ul><li>Simulations </li></ul><ul><li>OH&S in a sales context </li></ul>
    16. 16. Session 5 <ul><li>Scenarios & role plays – option of video and feedback </li></ul><ul><li>Post sales activities </li></ul><ul><li>Using spreadsheets </li></ul><ul><li>Prospecting for leads </li></ul><ul><li>Cold-calling </li></ul>
    17. 17. Planning and Selling
    18. 18. Videos and Podcasts
    19. 19. Questions <ul><li>How did that activity relate to your work role? </li></ul><ul><li>What actions do you need to take to ensure that this is integrated into how you do things? </li></ul><ul><li>What commitments are you prepared to make? </li></ul><ul><ul><li>What will you in future STOP doing? </li></ul></ul><ul><ul><li>What will you START doing? </li></ul></ul><ul><ul><li>What will you CONTINUE doing? </li></ul></ul><ul><ul><li>How will others in the team and your manager know that you have made these changes? </li></ul></ul><ul><ul><li>How might you sabotage yourself? </li></ul></ul><ul><ul><li>What is in it for you to change? </li></ul></ul>
    20. 20. The Portfolio Builder <ul><li>When we see this symbol we need to create evidence for our ‘Portfolio Builders’ </li></ul>Portfolio builder
    21. 21. Funding arrangements New South Wales  Queensland  TAS and ACT  Victoria and NT X SA and WA X
    22. 22. The figures
    23. 23. Up-side and down-side Benefits Disadvantages Extended budget Staff motivation Retention Win - win Paperwork
    24. 24. Return on Investment
    25. 25. How do you ensure ROI? <ul><li>Set a clear purpose </li></ul><ul><li>No objective = no measurement </li></ul><ul><li>Consult widely </li></ul><ul><li>Each participant with a clear objective </li></ul><ul><li>Avoid questions - did you ‘enjoy’ the training? </li></ul><ul><li>Start asking - what will you change in your behaviour as a result of the training? </li></ul><ul><li>Keep a record of qualitative results </li></ul><ul><li>Identify changes to culture </li></ul>
    26. 26. Questions and comments
    27. 27. What other qualifications do we have on scope? <ul><li>Business Administration </li></ul><ul><li>Frontline Management </li></ul><ul><li>Customer Contact </li></ul><ul><li>Human Resources </li></ul><ul><li>Training and Assessment </li></ul>
    28. 28. 1300 768 550 www.mci.edu.au Email us for: White papers CCH – HR Bulletin Copy of slides