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This module will explore the fundamentals of IT Sales.

Key Learning Points

1.1.1 Understand the different types of IT products available in the market.

1.1.2 Learn the features and benefits of each type of product.

1.1.3 Understand customer needs and how to use them as a guide in making sales decisions.

1.2.1 Identify key components of a successful sales strategy.

1.2.2 Learn how to identify potential customers and target market segments.

1.2.3 Understand how to create an effective sales pitch and differentiate your product from competitors.

1.3.1 Understand customer needs and how to use them as a guide in making sales decisions.

1.3.2 Learn how to develop a customer-centric sales approach.

1.3.3 Develop the skills to effectively communicate customer needs to internal stakeholders and other teams.

This module will take you through the types of products which are currently available in the IT Market whilst increasing your competitor and pricing knowledge through the use of strategies.

Key learning points

2.1.1 Understand the different categories of IT products, such as hardware, software, and services.

2.1.2 Identify and evaluate the features and benefits of various IT products.

2.1.3 Become familiar with current trends and changes in technology that are impacting the IT marketplace.

2.2.1 Understand the different competitive strategies employed by IT companies in the marketplace.

2.2.2 Examine the different pricing models used by competitors in the IT marketplace.

2.2.3 Analyse how current trends and changes in technology are impacting the competitive landscape of the IT marketplace.

2.3.1 Understand the different competitive strategies employed by IT companies in the marketplace.

2.3.2 Examine the different pricing models used by competitors in the IT marketplace.

2.3.4 Analyse how current trends and changes in technology are impacting the competitive landscape of the IT marketplace.

2.4.1 Understand how new technologies can create opportunities or challenges for businesses operating in the IT marketplace.

2.4.2 Analyse how changes in technology can affect customer demand and pricing strategies.

2.4.3 Examine how new technologies can disrupt existing markets or create new ones.

2.5.1 Learn to use industry resources to identify trends and changes in technology that may impact pricing strategies.

2.5.2 Understand how to use market data to inform pricing decisions that are profitable for the business.

2.5.3 Become familiar with different pricing models and how they can be used to maximise profit margins in the IT marketplace.

2.6.1 Understand how to use industry resources to identify trends and changes that may affect pricing strategies.

2.6.2 Learn to use market data to inform pricing decisions that are profitable for the business.

2.6.3 Evaluate different pricing models and understand how they can be used to maximise profit margins in the IT marketplace.

Focusing on the technique of networking, this module will allow you to increase and further develop your understanding of how best to form and develop relationships with prospects in a way that will make you competitive in this industry.

Key Learning Points

3.1.1 Identify networking strategies to develop relationships with prospects.

3.1.2 Utilise social media to build relationships with potential customers.

3.1.3 Understand the importance of maintaining relationships with prospects and customers.

3.2.1 Effectively utilise social media to build relationships with potential customers.

3.2.2 Develop strategies to engage customers on social media platforms.

3.2.3 Monitor and measure the success of social media campaigns.

3.3.1 Understand the importance of maintaining relationships with prospects and customers.

3.3.2 Utilise communication techniques to build trust and rapport with prospects.

3.3.1 Utilise customer service skills to build long-term relationships with customers.

3.4.1 Utilise communication techniques to build trust and rapport with prospects.

3.4.2 Understand how to effectively listen to customers and respond appropriately.

3.4.3 Develop a customer-centric approach when interacting with prospects and customers.

3.5.1 Utilise customer service skills to build long-term relationships with customers.

3.5.2 Understand how to effectively manage customer expectations and complaints.

3.5.3 Develop strategies to resolve customer issues in a timely manner.

3.6.1 Analyse customer needs and develop strategies to meet them.

3.6.2 Utilise customer feedback to identify areas of improvement in products/services.

3.6.3 Understand the importance of providing personalised customer service experiences.

3.7.1 Understand how to recognize opportunities for sales growth through relationship building.

3.7.2 Develop strategies to proactively identify and reach out to new prospects.

3.7.3 Utilise data-driven insights to target the right prospects for sales growth.

This module will teach you how to walk the walk and talk the talk.

Use this module to expand your understanding of how best to put together and present effective pitches and presentations in addition to demos.

Key Learning Points

4.1.1 Organising content in a logical and easy-to-follow format.

4.1.2 Including visuals to enhance the presentation.

4.1.3 Using language that is clear and concise.

4.2.1 Creating activities or interactive exercises to engage the audience.

4.2.2 Using humour and storytelling to keep the audience engaged.

4.2.3 Including questions throughout the presentation to encourage participation from the audience.

4.3.1 Understand the different types of presentation structures appropriate for different audiences.

4.3.2 Create a logical flow and structure for your presentation that is tailored to the audience’s needs.

4.3.3 Utilise visuals and other elements to enhance the presentation structure and make it more engaging.

4.4.1 Use storytelling techniques to engage and capture the attention of the audience.

4.4.2 Incorporate visual aids such as videos, slides, diagrams, etc., to make the demonstration more interesting.

4.4.3 Use props or other tangible items to create a more interactive experience for the audience.

4.5.1 Practice delivering presentations with confidence and clarity.

4.5.2 Utilize humour, anecdotes, and other engaging elements to make the presentation more entertaining.

4.5.3 Use body language and vocal variety to keep the audience engaged throughout the presentation.

4.6.1 Visual aids can help to create a more engaging presentation.

4.6.2 Visual aids can also help to reinforce key points and provide clarity for complex topics.

4.6.3 Visual aids should be chosen carefully to ensure they are relevant and appropriate for the message being conveyed.

4.7.1 Storytelling is an effective way to connect with an audience and make a lasting impression.

4.7.2 Stories should be relevant to the topic at hand and should be used to emphasise important points.

4.7.3 The use of storytelling can help to create an emotional connection with the audience, which can help to make a memorable impact.

4.8.1 Anticipate difficult questions and objections from the audience and prepare strategies for addressing them in advance.

4.8.2 Remain calm and professional when responding to difficult questions or objections from the audience.

4.8.3 Listen carefully to the question or objection and take time to respond thoughtfully and clearly

Let us get to the important stuff!

This module will develop your understanding of the laws and principles of good sales conduct.

Key Learning Points

5.1.1 Understand the legal implications of unethical sales practices, such as fraud and misrepresentation.

5.1.2 Be aware of the laws and regulations that apply to sales activities in your jurisdiction.

5.1.3 Learn how to identify potential ethical issues in sales practices and how to handle them.

5.2.1 Become familiar with ethical principles of sales conduct, such as honesty, integrity, and respect for customers.

5.2.2 Understand how to apply these principles in a sales context, including when making product claims and handling customer complaints.

5.2.3 Learn how to create an ethical culture within your sales team and ensure compliance with relevant laws and regulations.

5.3.1 Understand that ethics are essential for maintaining the trust between a seller and a buyer.

5.3.2 Adhering to ethical standards helps to ensure that sales practices are fair and honest.

5.3.3 Violations of ethical standards can have significant consequences both professionally and legally.

5.4.1 It is important to be familiar with relevant industry ethical codes and standards.

5.4.2 When faced with an ethical dilemma, it is important to weigh the potential outcomes of each decision before making a choice.

5.4.3 Identifying potential solutions that are both ethical and beneficial to all parties involved is key to resolving ethical dilemmas in sales.

5.5.1 Unethical sales practices can damage an organisation's reputation and reduce its profitability.

5.5.2 It is important to understand the consequences of unethical sales practices in order to effectively prevent them from occurring.

5.5.3 Organisations must ensure that their sales teams are aware of the potential risks associated with unethical sales practices.

5.6.1 Establishing a code of conduct for ethical sales practices can help an organisation maintain a positive reputation and increase its profitability.

5.6.2 Explain that a code of conduct should clearly outline the ethical principles and expectations for sales staff, as well as any consequences associated with violations of the code.

5.6.3 Organisations should ensure that their code of conduct is regularly reviewed and updated to reflect changes in industry standards and legislation.

Use this module to understand how you can leverage technology in sales to increase efficiency and effectiveness.

Key Learning Points

6.1.1 Introduce how CRM software is a popular tool for tracking customer interactions and managing sales processes.

6.1.2 Explain how automated marketing platforms can be used to send targeted emails and other communications to customers.

6.1.3 Identify how sales analytics tools can be used to measure key performance indicators such as conversion rates and customer engagement.

6.2.1 Explain how technology can streamline sales processes, helping to reduce administrative overhead and improve overall efficiency.

6.2.2 Introduce how automated marketing tools can help to identify potential leads and nurture them through the sales process.

6.2.3 Explore how technology can provide valuable insights into customer behaviour, helping to inform decisions about product development, pricing, and other aspects of sales strategy.

6.3.1 Understand the types of technology-based tools available and how they can be used in sales processes.

6.3.2 Develop an understanding of how to integrate technology-based tools into existing sales processes.

6.3.3 Become familiar with the advantages and disadvantages of using technology-based tools in sales processes.

6.4.1 Learn about the different strategies for leveraging technology to maximise sales results.

6.4.2 Identify opportunities to use technology to create competitive advantages in sales.

6.4.3 Understand how to select the right technology-based tools and integrate them into your sales process for maximum effectiveness.

6.5.1 Data-driven decision-making to help identify trends and patterns in sales performance.

6.5.2 By refining data analysis, it is possible to make more informed decisions about how to improve sales performance.

6.5.3 Utilizing data-driven decision-making techniques can help businesses optimize sales processes and increase profits.

Consider this module one of the most important as you will learn how to build trust and rapport with customers. If there is no trust, you cannot sell.

Key Learning Points

7.1.1 Understand the importance of a professional attitude and demeanour.

7.1.2 Demonstrate effective communication and interpersonal skills.

7.1.3 Adhere to industry standards and ethical guidelines.

7.2.1 Learn how to actively listen to customers and ask meaningful questions.

7.2.2 Develop an understanding of the customer’s needs and wants.

7.2.3 Understand the Importance of showing genuine interest in the customer and their concerns.

7.3.1 Understand the importance of effective communication in customer interactions.

7.3.2 Utilise appropriate techniques to ensure clear communication.

7.3.3 Employ positive language and tone when interacting with customers.

7.4.1 Identify common customer expectations and objections.

7.4.2 Learn techniques to anticipate customer needs and respond proactively.

7.4.3 Develop strategies to handle difficult conversations and manage customer expectations.

7.5.1 Recognize the value of active listening in understanding customer needs.

7.5.2 Learn how to ask relevant questions to better understand customer needs.

7.5.3 Practice techniques for engaging in meaningful conversations with customers.

7.6.1 Understand customer needs and preferences to build strong relationships.

7.6.2 Utilise customer feedback to adjust services and products to meet customer expectations.

7.6.3 Provide excellent customer service to build trust and loyalty.

7.7.1 Remain professional and courteous when dealing with difficult customers.

7.7.2 Listen carefully to customer complaints and respond with empathy.

7.7.3 Offer solutions that address the customer’s needs and resolve the issue in a timely manner.

Use this module to increase your understanding of your customer’s wants and needs whilst also developing your skills in ensuring you close the sale. Not to mention learning how you can plan for post-sale customer satisfaction. You need to make sure your customer stays happy!

Key Learning Points

8.1.1 Explore customer needs in order to gain insight into their expectations.

8.1.2 Utilise active listening techniques to gain an understanding of the customer’s desired outcome.

8.1.3 Identify potential solutions that meet the customer’s needs and expectations.

8.2.1 Research pricing and product offerings to gain insights into negotiating points.

8.2.2 Consider the customer’s interests, objectives, and goals when developing a negotiation strategy.

8.2.3 Understand the customer’s timeline and expectations for a successful negotiation outcome.

8.3.1 Understand the different negotiation techniques and the advantages they offer.

8.3.2 Be aware of the different approaches that can be taken to secure a favourable outcome for both parties.

8.3.3 Learn how to apply these techniques in a variety of scenarios to reach an agreement.

8.4.1 Identify common customer objections and develop strategies for addressing them effectively.

8.4.2 Develop tactics to anticipate customer objections before they arise and address them proactively.

8.4.3 Understand how to use customer objections as opportunities to reach a successful negotiation outcome.

In this module, you will develop your skills for ensuring that customer satisfaction is met during each and every one of your sales, whilst also identifying opportunities for being able to up-sell.

Key Learning Points

9.1.1 Understand the importance of customer satisfaction after a sale.

9.1.2 Follow-up after a sale is an essential part of customer service and helps to build trust and loyalty.

9.1.3 Understanding customer needs and wants is key to successful post-sale follow-up.

9.2.1 Identifying opportunities for up-selling during post-sale follow-up can increase revenue and customer satisfaction.

9.2.2 Building relationships with customers through post-sale follow-up can create more opportunities for up-selling.

9.2.3 Knowing what products or services customers may need or want is key to successful up-selling during post-sale follow-up.

9.3.1 Understand the importance of customer satisfaction in post-sale follow-up situations.

9.3.2 Develop strategies to ensure customer satisfaction in post-sale follow-up situations.

9.3.3 Analyse customer feedback to identify areas of improvement and adjust strategies accordingly.

9.4.1 Identify relevant resources that can be used to maximise customer satisfaction during post-sale follow-up.

9.4.2 Utilise available resources to provide customers with a positive post-sale experience.

9.4.3 Monitor customer feedback and modify resources as needed to ensure continued customer satisfaction.

9.5.1 Establish a system for capturing customer feedback during the post-sale process.

9.5.2 Develop a method for analysing customer feedback to improve customer service.

9.5.3 Utilise customer feedback to track customer satisfaction levels.

9.6.1 Identify the root cause of customer complaints during post-sale follow-up.

9.6.2 Develop problem-solving skills to effectively address customer complaints.

9.6.3 Utilise customer feedback to identify areas of improvement in customer service.

Your final week will see you learn and develop your customer service and support knowledge.

Key Learning Points

10.1.1 Identify the importance of providing excellent customer service and support.

10.1.2 Understand The need to identify customer needs and expectations and use them to create a personalised customer experience.

10.1.3 Understand The value of actively engaging with customers to build loyalty and trust.

10.2.1 Identify the importance of proactively managing accounts to identify opportunities for growth and expansion.

10.2.2 Utilise strategies for gathering customer feedback and using it to inform decision-making.

10.2.3 Understand the impact of establishing long-term relationships with customers by understanding their needs and preferences.

10.3.1 Explore strategies for maintaining customer relationships through account management activities such as cross-selling, up-selling, and providing technical support when needed.

10.3.2 Identify the importance of providing timely and accurate information to customers.

10.3.3 Understand the value of creating an environment that encourages open communication between the customer and the company.