Diploma in National andInternational Selling

Diploma in National and International Selling Detailed Content

INTRODUCTIONThe Diploma in National and International Selling has been developed

AWARDThis is a full level 7 diploma (60 ECTS credits) and graduates from this programme can progress to a wide variety of programmes on the National Framework of Qualifications.

through the partnership of the National College of Ireland and the Sales Institute of Ireland. The programme is aimed at Business to Business Sales Professionals and is particularly relevant to people working in B2B field sales role selling in a local i.e., national market or inside sales roles selling in a national or international context

TERM 1 (12 weeks)

• Sales Process

• Sales Communications

TERM 2 (6 weeks)

•Account Management

Channel Management •

DIPLOMA IN NATIONAL AND INTERNATIONAL SELLING DETAILED CONTENT

TERM 3 (12 weeks)

• Negotiation and Writing Skills for Sales

Social Media for Sales •

• Dissertation

Programme Format and AssessmentThe programme will be delivered part-time two evenings a week over twelve months comprising three terms. All assessments from this programme will be work related and the final dissertation will include a significant work based project.

TERM 1: Module 1

SALES PROCESS

KEY CONTENT On successful completion of this module, the learner will haveacquired the requisite knowledge and ability to understand:

• The stages and complexities of the national and international sales process.• The consultative sales function.• How to produce a plan for time and territory management.• Their market, their ‘sweet spot’ and their USP. • The buying entity and the buying process. • Key metrics that drive sales activity, performance and results. • How sales processes vary across different regions. • Professional self-management in sales.• Their own psychometric preferences and how these impact sales performance, e.g. dominance, networking, analysis, routine, apprehension, visibility, conscientiousness. • How to monitor their own metrics and what they need to look for in their own dashboard to improve performance. • How to develop their own personal development plan for selling.• Ethical considerations for sales professionals.

TERM 1: Module 2

SALES COMMUNICATIONS

• Professionally plan for sales meetings. • Understand the principles of influence.• Make phone calls to secure better qualified meetings.• Conduct compelling and persuasive sales meetings to maximise sales opportunities and shorten sales cycles.• Understand how communications styles vary across different regions. • Communicate the USP in different media and understand how the USP changes according to buyer type. • Conduct engaging and effective remote sales meetings.• Prepare for and make compelling presentations to groups physically present and also to remote groups.

On successful completion of this module, learners will have the requisite knowledge and ability to:

TERM 2: Module 1

ACCOUNT MANAGEMENT

• Develop and execute a strategic and cohesive account management plan to create differentiation and grow revenue.• Understand the Corporate Implications of:

- Transforming from Commodity Provider to Strategic Business Partner.

- Transitioning from customer satisfaction to customer loyalty.• Implement mutually beneficial Account Planning:

- Develop relationships and commercial objectives.- Gather customer intelligence

• Conduct an Account Review

On successful completion of this module, learners will have the requisite knowledge and ability to:

TERM 2: Module 2

CHANNEL MANAGEMENT

• How to critically evaluate a channel partner’s performance and how to create an effective partner strategy to maximise sales performance.• Principles of Channel Management including the role of the Channel Partner Manager, the economics of partnering and challenges in channel management.• Channel Implementation including managing conflict, Channel Co-ordination, Strategic Alliances in Distribution.• Inter-organisational relationships, customer relationship management in distribution channel and Partnerships & Alliances.• Building Channel Effectiveness

- How vendors and partners work together. - Developing partner incentives and compensation.- Partner selection and recruitment.- Channel enablement.- Developing capability within the channel.

On successful completion of this module, learners will have the requisite knowledge and ability to understand:

TERM 3 - Module 1:

On successful completion of this module, learners will have the knowledge and ability to:

NEGOTIATING & WRITING SKILLS FOR SALES

• Demonstrate the capacity to participate in negotiation planning and processes effectively.• Identify concessions on both sides and concession bargaining.• Plan an effective opening statement.• Identify and clearly understand the BATNA.• Understand the six stages of negotiation. • Understand the best negotiation practice.• Analyse and interpret information in order to write effective tailored sales communications.• Write effective emails to secure appointments.• Design, structure and deliver compelling sales proposals. • Design, structure and deliver well written sales tenders.

Term 3 - Module 2

SOCIAL MEDIA FOR SALES

Strategy• Input into the overall organisational Social Media strategy.• Develop a personal Social Media strategy.• Understand the various social media platforms. • Understand where and how to conduct Social Media ‘listening’. • Measure the effectiveness of the Social Media Strategy.

Prospecting• Use social media to establish thought leadership and visibility in relevant communities.• Use social media to initiate relationships.• Utilising reporting tools (e.g., analytics, insights etc.).• Understanding your audience: building content strategy.• Using social media to profile a lead before making the call.• Developing social media leads in CRM to track results.• Using social media activity to support sales conversion.

Process• Listening and engagement strategy.• Tools & techniques for engagement.• How to drive sales through conversation.• How to develop personal relationships.

Term 3 - Module 3

DISSERTATION

This module will help students consolidate the knowledge andskills they have acquired to specify, design and implement a sales based project within their own workplace or for another organisation as agreed with the College. Students are required to select a problem which requires the use of skills and knowledge gained throughout the programme.

On successful completion of this module, learners will have the knowledge and ability to:

• Specify, design and implement a domestic or international sales project. • Show strong understanding of strategic self-evaluation the key drivers of sales performance.

The project presentation at the end of the third term involves students giving a demonstration and explanation of the working of the project to members of faculty and invited external industry representatives. The students’ work is assessed throughout the term on the basis of the approach taken to solving the problem and the students’ ability to communicate project ideas.

The Sales Institute of Ireland+353 1 662 6904info@salesinstitute.iewww.salesinstitute.ie

National College of Ireland1850 221721info@ncirl.iewww.ncirl.ie