Sales Development

What to expect

The Sales Development pillar consists of Product and Skills development training. Product training has been divided into three modules, Office print, Office Services and Commercial and Industrial print (CIP). Exams on these modules are located under MyRicoh and must be completed by 31 March 2018 – (9 months). 

How it works

When you signed up for the Sales Academy, you were registered on MyRicoh. The Sales Development courses must be done on MyRicoh by the 31st of March 2018, and may be done at your own pace.

Sales Development Course Outline

 

Click on the links below to go to that course page on MyRicoh

SALES SKILLS DEVELOPMENT

This is the second part of the sales course, to be done after the three product modules. It will be done on www.alison.com and focuses on skills that give you the edge with the customer.

  1. Sales techniques interacting with customer

  2. Understanding your customers to drive sales

  3. Communication skills - Perception and non verbal communication

  4. Business Communication Developing effective business presentation skills

1. SALES TECHNIQUES

Sales Techniques - Interacting with Customers will give you vital knowledge and understanding of 'the human interface' when meeting, greeting and interacting with customers.

The course begins by introducing you to sales and selling as a career. You will learn about the fundamental questions customers will ask and why people should buy from you. The course then teaches you about the human interface. You will learn about body language and how important it is when interacting with customers. The course also shows you the five general signs to look out for when people are lying, and you will learn about different selling approaches to take when someone is resistant to change.

Next, you will be introduced to sales communication skills. You will learn how to approach a potential customer and question them in the right way. You will be taught about active listening and how to be clear and precise with your speech and writing. The course also describes the different phases that make up a successful presentation, what you should do while you are presenting and how you can give a winning presentation.

3. COMMUNICATION SKILLS

Communication Skills - Perception and Nonverbal Communication will help you understand how you view and hear the world around you. You will also explore nonverbal communication skills to help you become a more effective communicator.

The course begins by introducing you to the basics of perception. Concepts such as visual culture and visual perception will be explored, and you will also learn about the basics of auditory perception. The course discusses the impacts which these types of perception can have as part of interpersonal communication.

You will also examine important aspects of nonverbal communication. You will look at the ways in which the body communicates nonverbally, including concepts such as space and gestures. Facial expressions are also a vital part of nonverbal communication and the course will show you how to interpret facial expressions effectively.

2. UNDERSTANDING CUSTOMERS

Understanding your customer to drive sales: Tien Tzuo is Chief Strategy Officer with Salesforce.com, and in this online course he discusses why businesses must move their marketing strategy away from direct-marketing campaigns to online marketing. For online marketing to work he explains why businesses must understand how the 21st century customer learns about new products or services online through online buzz, online PR, and online dialogues.

He explains that when designing a complex product, a business should create a layered product that allow customers choose how complex the functionality of the product should be, and that in the modern marketplace businesses must serve the customer by providing a free trial of the product. Businesses must also provide a post-sales service to customers. 

4. BUSINESS COMMUNICATION

Business Communication - Developing Effective Business Presentation Skills will help learners prepare more effectively for a presentation, be more confident speaking in front of people, and develop the skills to engage and persuade an audience. Many business professionals lack confidence when it comes to making presentations but the good news is that effective presentation skills can be learned.

In this course you will learn how to plan and develop an effective presentation by breaking it into its essential components, map its flow and create appropriate text, graphics and other presentation aids. You will learn how to assess the expectations of your audience and engage with them effectively by understanding their demographics, listening style and presentation expectations. You will also learn how to overcome nervousness and become more confident when speaking in public. You will learn tips and techniques to deliver presentations naturally, whether you are speaking at a small team meeting or presenting to an audience of hundreds. 

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