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Unit 1 - Coggle Diagram
Unit 1
1.13 Sources of prospects
Networking
Directories
Referrals
Digital Marketing
Loyal customers - for repeated sales
Cold calls
1.3 Types of sales roles and positions commonly described in organizations
Sales Executive
Account Manager
Regional Sales Manager
Vice President of Sales
Sales Trainee
1.4 Consumer Behaviour
Psychology of selling
Why people buy
Different personality types
Steps in consumer buying decision
Need arousal
Collection of information
Information evaluation
Purchase decision
Post purchase
1.5 Different types of sales professional
Customer-Oriented
Partner(Business to business
Transactional
Roles and key attributes of sales professional
People Oriented
Basic Respsect
Professional Competence
Resourcefulness
Positive Attitude
Customer First Mindset
1.7 Career Opportunities in sales
Incentive trips
Others
Commission
1.10 Sales cycle
1.12 What is sales prospecting and why is it impo
1.1 Purpose of sales to an organisation
Purpose of selling?
to help customers address and solve their problems and to satisfy customers needs and wants
Relationship of sales roles to other business functions within the organizations
Sales Department
Customer Service Department
Marketing Department
Senior Management
Technical/Operations Department
Accounts Department
1.8 Ethical considerations for sales in Singapore
Code of moral principles and values
You should be able to do what is right
You do not have to compromise your beliefs
Your company should provide excellent products/services
1.9 Sales activity plan
Clear guidance on how to create, progress, and close opportunities
1.11 Distinguish between a sales prospect and a lead