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Unit 1 Identify Sales Prospect - Coggle Diagram
Unit 1 Identify Sales Prospect
1.1 Selling and the purpose of sales to an organisation
The purpose of selling
What is selling
1.2 Relationship of sales roles to other business functions within the organisation
Customer Service Department
Marketing Department
Senior Management
Technical/Operations Department
Sales Department
Accounts Department
1.3 Type of sales roles and positions commonly described in organisations
Account Manager
Regional Sales Manager
Sales Executive
Vice President of Sales
Sales Trainee
1.4 Consumer Behaviour
Expressive
Analytic
Amiable
Assertive
The Psychology of Selling
Why People Buy
5 Steps in Consumer Buying Decision
Information evaluation
Purchase decision
Collection of Information
Post purchase
Need Arousal
1.5 Different Types of Sales Professionals
Customer-Oriented
Partner (Business-to-Business)
Transactional
1.6 Role and Key Attributes of a Sales Professional
Personal Traits
People Orientation
Basic Respect
Professional Competence
Resourcefulness
Positive Attitude
Reliability
Customer First Mindset
Personal Responsiveness
Personal Characteristics
Job Scope
Skills Required
1.7 Career Opportunities in Sales
Incentive Trip
Others
Commission
1.8 Ethical Considerations for Sales in Singapore
1.9 Sales Activity Plan
1.10 Sales Cycle
Approach
Presentation
Preparation
Handling Objections
Prospecting
Closing and Follow-up