An Introduction to Selling Skills

Number
Chapter Chapter Name Chapter Content
of Hours
Sales
1.Overview.
1 introductio 4
n
1.Introduction.
2.The changing face of sales.
3.The development of the selling
The Basics function.
4.Sales from simple Bartering to
2 sales profession. 12
process Management and Information.
Partnership.
Education and Enablement.

1. Introduction.
General 2. Listening Skills.
3. Effective Communication Skills.
skills 4. Problem Solving Skills.
every 5. Interpersonal Skills.
3 16
Salesperso 6. Organization Skills.
7. Self-motivation Skills.
n should 8. Persuasion Skills.
have 9. Consumer Services Skills.
10.Integrity.
Basic 1. Introduction.
2. AIDA
4 Sales 3. AIDCA.
16
Models 4. The seven steps of the sale.
Maintainin
g 1. Introduction.
Customer 2. Being Perceived as an expert .
5
3. Keeping the Customer Informed.
8
Relationshi 4. Selling to Existing Customers
ps
 Training
6 Sales Training Documents. 8
Activities
Total contact hours 64

DELIVERY PLAN
Outcom
Conta
Chapt Wee e
Topics ct
ers k N0
hour
covered
Sales introduction
1 1 4 1
1. Overview.

The Basics sales process

1. Introduction.
2 2. The changing face of sales. 2&4 12 2
3. The development of the selling function.

General skills every

Salesperson should have
1. Introduction.
2. Listening Skills.
3. Effective Communication Skills.
4. Problem Solving Skills.
3 5&9 16 3
5. Interpersonal Skills.
6. Organization Skills.
7. Self-motivation Skills.
8. Persuasion Skills.
9. Consumer Services Skills.
10. Integrity.
Basic Sales Models
1. Introduction.
10
4 2. AIDA 16 4
&13
3. AIDCA.

4. The seven steps of the sale.

 Maintaining Customer
Relationships
1. Introduction.
14&1
5 2. Being perceived as an expert. 12 5
6
3. Keeping the Customer Informed.
4. Selling to Existing Customers

Table of Contents
Chapter 1: Sales introduction.

Chapter 2: The Basics sales process:

1. Introduction.
2. The changing face of sales.
3. The development of the selling function.
Chapter 3: General skills every Salesperson should have.
1. Introduction.
2. Listening Skills.
3. Effective Communication Skills.
4. Problem Solving Skills.
5. Interpersonal Skills.
6. Organization Skills.
7. Self-motivation Skills.
8. Persuasion Skills.
9. Consumer Services Skills.
10. Integrity.
Chapter 4: Basic Sales Models:
1. Introduction.
2. AIDA
3. AIDCA.
4. The seven steps of the sale.
Chapter 5: Maintaining Customer Relationships
1. Introduction.
2. Being perceived as an expert.
3. Keeping the Customer Informed.
4. Selling to Existing Customers.
Training Activities
Sales Training Documents.