Personal Selling (Sales Methods and Skills) The Marketing Association Of Australia And New Zealand

Hi my name is Bill and I found I had enough of the irregular time at uni and the administrative nonsense that seemed more important than helping me to learn. So I have been trying the MAANZ course.

Bill
Sydney

I would like to thank MAANZ for their outstanding learning resources. Your online courses have helped me refresh my skills, learn new skills and formalise skills that I have learnt "on the job". The MXpress courses provide people with an affordable and flexible means for pursuing further study. The course material is of an exceptional standard. I found it interesting to read, useful and relevant. I would also like to thank MAANZ for their support and exemplary customer service.

Darren Tollemache
Kingsford

Excellent and truly useful notes on marketing planning. Very good value!

Bianca Young
Perth

A Regional Association with a Global Perspective

» Education, Training and Development » Marketing Courses - MXpress » MXpress Courses by Subject » Personal Selling (Sales Methods and Skills)


Introduction to Professional Selling	AUD $75.00 Member price AUD $67.50

20-30 pages of notes (plus PowerPoint presentation)

Developing a Realistic and Positive Sales Image	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture Notes plus 20 Pages of Reference Notes highlighting the following: Developing a Realistic and Positive Sales Image; Characteristics of a Sales Image; The Four Components of a Sales Image; Emotions and Sales Image; The Four Components of Emotion; The Role of Thinking in Shaping Emotions; Monitor your emotional reaction. A Rational-Emotive Approach to Managing Emotions; Setting Goals for Self-Improvement;

The Consultative Selling Mission	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 11 Pages of Reference Notes highlighting the following: Why Should You Sell Like a Consultant? Consultative Selling versus Vending; The 80-20 Rule of Sales Management; Marketing Financial Values; Planning Individual Account Penetration; Partnering in Profit; Bringing the Customer In; The Consultative Selling Mission; Diffusing Traditional Buyer-Seller Roles;

Implementation of Personal Selling Strategies	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture notes plus 20 Pages of Reference Notes highlighting the following: Developing and Using Interpersonal Communication Skills to Build Relationships; The Elements and Tools of Good Interpersonal Communication; Handling Complaints; Interpersonal Communication with Business Partners; Recognising Non-Verbal Signals; Identifying and Responding To Different Communication Styles; Developing a Good Style of Personal Communication Influence; Partner Contact; Selling Concepts; Making a Good First Impression;

Increasing Your Powers of Influence	AUD $50.00 Member price AUD $45.00

Power Point Lecture notes plus 30 Pages of Reference Notes highlighting the following: Taking the Influence Styles Inventory; The Influence Styles Inventory; Six Basic Styles of Influence; Appealing to Needs; Anticipating Likely Objections; Getting Beyond ""No""; Tuning In to How Decisions Are Made; A Formula for Success; When to Go with the Flow; Learning How Best to Apply Intuitive Skills; Develop an Ability to Be Flexible; The Magic of Rapport: Matching; Mirroring;

Interpersonal Sales Communication Skills	AUD $50.00 Member price AUD $45.00

Power Point Lecture notes plus 18 Pages of Reference Notes highlighting the following: Advantages and Disadvantages of Personal Selling; Target Market Situations and Personal Selling; Marketing Mix Elements and Personal Selling; Integrated Marketing Communication; Planning; New Call Identification; Appointment Scheduling; Setting Call Objectives; Territory Management; Sales Presentations; Post-call Planning;

Professional Selling	AUD $75.00 Member price AUD $67.50



Effective Client Meetings	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture notes plus 30 Pages of Reference Notes Preface; Introduction; Steps In The Sales Meeting Process; Contacting; Making Introductions; Exercise ; Probing To Identify Customer Needs; The Five Selling Methods; Asking The Right Questions; The Four Types Of Probing Questions; Questioning Techniques; Exercise ; The Buying Process; Criteria For Evaluating And Comparing Your Product; Types Of Question; Purpose Of The Three Different Question Types; Developing Listening Skills; Empathic Listening; Other Probing Skills; ; Presenting; Benefits And Features; Hierarchy Of Corporate Benefits; Personal Benefits; Demonstrating Benefits; Differentiating Your Product From The Competition; Closing A Call;

Handling Objections and Closing	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture notes plus 25 Pages of Reference Notes Contents; Preface; Introduction; Classify; The Three Main Types Of Objection; Counter; Countering By Content; Confirm; Exercise ; Closing The Sale; Timing The Close; Attitude In Closing; Buying Signals; The Systematic Close; Other Closing Techniques; Summary; Exercise ; Call Analysis; Call Analysis Checklist; Joint Calling; Senior Management Call Briefing; Following Through; Communicating With Your Customer; Communicating With Your Colleagues; Time Management; Effective Use Of Selling Time; Exercise ; Conclusion; Knowledge; Commitment And A Desire To Succeed; Interpersonal, Communication And Organisational Skills; Answers To Exercises;

Selling 1	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 10 Pages of Reference Notes Personal Selling; The Role of Personal Selling In The Promotional Program; Determining the Role of Personal Selling; The Nature of Personal Selling; Relationship Marketing; The Costs Of Personal Selling.; Personal Selling Responsibilities; Advantages and Disadvantages Personal Selling; Combining Personal Selling With Other Promotional Tools; Combining Personal Selling and Advertising; Combining Personal Selling and Public; Combining Personal Selling and Direct Marketing; Combining Personal Selling and Sales Promotion; Evaluating the Personal Selling Effort; Criteria for Evaluating Personal Selling; Criteria used to evaluate sales forces;

Making Sales Presentations	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture notes plus 30 Pages of Reference Notes Preface; Introduction; The Six Essential Steps; Analysing Your Audience; 'Questions About The Audience; Why Are They Here?; Exercise ; Preparing For The Presentation; Planning The Sales Presentation; Structuring The Presentation; Example: Message Map; The Introduction; Main Body Of The Presentation; Key-Link Phrases; Example Of Key-Link Phrases; Prompter Cards; Visual Aids; Exercise ; Delivering The Presentation; Making Eye Contact; Mumbling; Voice Projection; Using Visual Aids; Audience Participation; Exercise ; Presentation Skills Checklist; Personal Presentation; Overcoming Nervousness;

Personal Selling	AUD $75.00 Member price AUD $67.50

Power Point Lectures notes plus 120 Pages of Reference Notes highlighting the following: Personal Selling Strategy; Personal Selling in the Promotional Mix; What Do Salespeople Do? The Buyer-Seller Dyad. Different Selling Situations. The Main Selling Methods; The Sales Process; Building Trust; Competitor Knowledge; Sales Ethics; Steps of a Sale; What Makes a Successful Salesperson? SMARTER Selling; Selling Strategy; Selling Concepts; Selling Skills; Introduction to the Sales Cycle; Effective Sales Meetings (Face to Face With the Prospect); Asking the Right Questions; The Buying Process; Developing Listening Skills; Presenting; Differentiating your Product from the Competition; Defensive Measures; Handling Objections; Maintaining Control; Closing The Sale; Buying Signals; Call Analysis; Time Management;

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