Sales Techniques in Stores

• 2

• 6

  weeks

It deals with the sales process and the importance and function that sales professionals play in it, establishing how they should act to achieve the sale of products and customer loyalty.

• 2

• 6

  weeks

Module I. Sales techniques

– Sales techniques
Explains that a seller is not only dedicated to selling, but must collect the maximum number of collaborating customers, that is, that customers are satisfied with the products that the company provides. To do this, the different techniques and procedures to carry out a good negotiation will be seen.

– Introduction to the company
Defines what the company is and what its origins are. It describes the basic structure that a company must have, showing the departments and explaining the functions carried out in each of them. It defines what the company's environment is and what threats and opportunities can impact it.

– Introduction to Marketing
Introduces the definition of marketing as the company's objective of creating a bond with the population, that is, with potential customers. To do this you will have to answer the four questions: what?, when?, where? and how? Shows how to obtain information and how to use it to create the company's marketing plan.

– The commercial department
It describes the evolution that the commercial department of companies has experienced, delving into the current situation, where we can find different types of organization depending on the type of company. It describes the functions of the department, as well as the tasks of its workers, such as the commercial director, sales manager and the salesperson.

– Activities, functions of the seller
It shows everything related to the figure of the seller, what profile he or she must meet, what are the characteristics of a good seller and explains that the function of the seller is not only to sell. The seller has several activities and in this chapter he defines them for us. Describes the most common sales mistakes and how to avoid them.

- Sales
Explains the concept of sales, showing the forms of sales that can be found, as well as the different types of sales in which they can be classified depending on who they are directed to. It shows the different profitability calculations that exist to value sales and sellers by the company and the sellers themselves.

- The client
He explains that a salesperson is not only dedicated to selling, but also to strengthening relationships with customers. In this chapter he shows us how to classify clients according to various factors, so that their identification is easier later.

- The negotiation
Explains the communication process and the importance of being a good communicator when negotiating. It shows how to carry out the entire negotiation process from the first contact to its conclusion, indicating how to take advantage of the objections presented by the client. Make a classification according to the characters of the clients, in order to know how to act in front of each type of client.

– Non-verbal communication
Study the importance of non-verbal communication, showing the meaning of the gestures that people make. In this way, the seller can obtain additional information and know if the customer is interested. In addition, it shows what distances should be kept depending on who our interlocutor is.

– After the sale
It informs that not all of the seller's activity is done after making the sale, but that, once the sale is made, the relationship with the customer must be made lasting, that is, customer satisfaction must be sought so that it can become in a collaborating client. It explains how to act appropriately when faced with complaints.

Module II. Sales techniques in stores

– Sales techniques in shops
Detailed study of the different types of clients and the different postures and attitudes to be adopted by the staff who serve them.

– The importance of quality
This initial part is dedicated to the explanation of all the parts that will make up the course, and that will be developed throughout it, as well as its objectives. We begin by defining the concept of sales.

– Profiles and types of clients
I study in detail all the psychological aspects that make up the types of clients with the aim of being able to understand them better and be able to act in the right way to obtain the sale.

– Sales process
Detailed study of the beginning of the sales process: pre-sale, attitudes, first impressions, the quality and preparation of the land and its elements, collection of information and its analysis.

- The sale
Development of the sales process, fundamental rules and sales arguments. The importance of the product. Action according to the type of client.

– Objections
Study one of the most difficult aspects of the sales process: objections. Techniques for resolving objections and achieving closing of the sale are explained.

– Collection and after-sales situation.
Perhaps the most involved moment is collection, which is why we describe how to act in certain collection situations. After sales service.

• 2

• 6

  weeks