Business Sales Professional Self-Study

Business Sales Professional Programme Self-Study

Learn at your own pace

About the Programme

This programme is designed for dealer-based Business Sales Executives, Business Development Managers, Fleet Sales Executives and Corporate Sales Managers and is designed to create a robust, role specific framework to create consistent Fleet and Business sales success.

The aim of this programme is to provide the core knowledge, skills and behaviours for both designated and dedicated Local Business Development Managers to confidently and consistently engage with the local business community and corporate market sector providing a comprehensive business solution.

Developing a proactive approach to understanding business customers needs. Providing key information and offering a range of suitable solutions, working in partnership with our customers to manage and maintain their vehicle fleets.

Course curriculum

1. Welcome to the programme!
2. How to use this Platform
1. Book a Coaching Session
1. About the Business Sales Professional Self-Study Programme
2. Introduction to the programme
1. About Module 1
2. Business Sales Professional A4 Manual - Module 1
3. Section 1 - The Business Customer Buying Cycle
4. Section 2 - The Business Customer
1. About Module 2
2. Business Sales Professional A4 Manual - Module 2
3. Section 1 - Sales Process
4. Section 2 - Incoming Channels
5. Section 3 - Logging and Recording
6. Section 4 - Managing Enquiries
7. Section 5 - Quality and Progression
8. Section 6 - Measuring Quality
9. Section 7 - Professional Communication
10. Section 8 - Activity vs Performance
1. About Module 3
2. Business Sales Professional A4 Manual - Module 3
3. Section 1 - Communication Skills Quiz
4. Section 2 - Communication Skills: Questioning Techniques
5. Section 3 - Communication Skills: Active Listening
6. Section 4 - Product Demonstration and Presentation
7. Section 5 - Presenting an Offer
8. Section 6 - Objection Handling, Negotiation and Closing
1. About Module 4
2. Business Sales Professional A4 Manual - Module 4
3. Section 1 - Understanding Activity and Performance
1. About Module 5
2. Business Sales Programme A4 Manual - Module 5
3. Section 1 - Internal Referrals
4. Section 2 - External Referrals
5. Section 3 - Renewals Strategy
1. About Module 6
2. Business Sales Programme A4 Manual - Module 6
3. Section 1 - Creating Awareness
4. Section 2 - Local Business Networking
5. Section 3 - Digital Networking
6. Section 4 - Telephone Prospecting
7. Section 5 - Effective Prospecting Management
8. Section 6 - Research Calls
9. Section 7 - Prospecting Calls
10. Section 8 - Follow-up Calls
11. Section 9 - 1st Meeting
12. Section 10 - Agreed Next Actions