Technician in Sales (Phases and Technical of Sale)

In this course pretend offer an integral vision of all those appearances that influence in the sale. They exist a lot of elements to take into account to the hour of posicionarse in the market and that have treated to define and analyse here. Therefore, one of the main aims of the course is to know the basic concepts related with the marketing and the process of sale as well as with the phases and technical of sale.

Between the specific aims of the course that will analyse find : the market, the current and potential clients, the characteristics that the competition, the internal and external surroundings (economic appearances, social, political and environmental, between others) that can incidir in the put in the market of a product or service.

Besides, will study the competitive advantage and will determine how explode it, the positioning in the market, the objective public, fixing some objective and an image of company that reflect what are and where want to arrive, the product or service to sell. 

will identify the typology of clients, how loan a suitable service and of quality and, finally, will deepen in the process of sale and in the guidelines to take into account in each one of the phases.

Expected to have achieved these objective and that this course provide a vision of group of utility for all those interested in the matter that approximate to the world of the sales for the first time or that wish to deepen in his knowledges to turn into  expert vendors.

The content of the course has distributed in the following subjects:

• Subject 1. Introduction to the marketing. Before beginning to deepen in every aspect related with the process of sale is necessary to do a general approximation to the marketing, clarificando fundamental concepts and what understand by sale, which appearances have to take into account to elaborate a plan of marketing. It can not understand the process of sale in a sector, activity and concrete company but has designed previously.




• Subject 2. Relations with the client. Our boss is the client and thus this chapter is essential to form properly in sales, a bad service to the client has a very high cost for our company, the survival of a business depends of his clients, thus it is indispensable to analyse who are our clients and which are his characteristics, evaluate the service to the client and determine the fundamental shots of our product or service.




• Subject 3. Process of sale. Where will analyse all the stages of the process of sale as well as the skills and technical to develop in each one of them.




• Subject 4. Psychology applied to the sale. Inside this separated will analyse appearances of the behaviour of the consumer, is fundamental to know which are the motivations of the client to the hour to buy.

There are not requirements for this course

SUBJECT 1. INTRODUCTION AL MARKETING

1. CONCEPT OF SALE.
2. BASIC ELEMENTS OF A PLAN OF MARKETING.
2.1 Image of the company.
2.2 Analyses of the internal and external surroundings.
2.3 Study of the market (current and potential clients) and of the competition.
2.4 Analyses «DAFO».
2.5 Determine the competitive advantage.
2.6 Marketing mix and relational marketing.
2.7 The prospección.
3. MERCHANDISING.
3.1 Principles of the merchandising.
3.2 Application of the merchandising.
3.2.1. SYSTEMS OF SALES USED.
3.2.2. TYPES OF MERCHANDISING.
To) Merchandising of organisation.
b) Merchandising By management.
c) Merchandising Of seduction and animation.
3.3.3. PHASES OF THE MERCHANDISING.
3.3.4. ORGANISATIONAL STRUCTURE OF THE DEPARTMENTS.
3.3.5. ADVANTAGES And DISADVANTAGES OF THE STRUCTURAL SYSTEMS OF SALES.
3.3.6. FACTORS THAT INCIDEN IN THE PROMOTION OF THE SALES.
3.3.7. OTHER TECHNICIANS OF THE MERCHANDISING.
3.3.8. THE PACKAGING And HIS RELATION WITH THE MERCHANDISING.
3.3.9. SALE And PROMOTION OF THE PRODUCTS.
To) Investigation on a product.
b) Inform to the personnel of sales.
c) Promotions of the sales.
4. BENCHMARKING.
4.1 Types of benchmarking.
4.1.1. BENCHMARKING INTERN.
4.1.2. BENCHMARKING COMPETITIVE.
4.1.3. BENCHMARKING FUNCTIONAL.
4.1.4. BENCHMARKING GENERIC.
4.2 Why employ the benchmarking?
4.3 The process of benchmarking.
4.3.1. PROCESS OF BENCHMARKING OF ROBERT C. CAMP («XEROX»).
To) Phase of planeación.
b) Phase of analysis.
c) Phase of integration.
d) Phase of action.
And) Phase of maturity.
4.3.2. PROCESS OF BENCHMARKING OF SPENDOLINI.
4.3.3. DATE ENVELOPMENT ANALYSIS («DEA»).
4.4 The critical factors of success («FCE»).
4.5 Requirements for a successful model of benchmarking.
5. THE PROMOTION IN THE MARKETING.

SUBJECT 2. RELATIONS WITH THE CLIENT

1. MYTHS And COSTS OF THE BAD ATTENTION AL CLIENT.
2. ELEMENTS OF THE ATTENTION AL CLIENT.
2.1 The needs of the client.
2.2 Analyses of the cycles of service.
2.3 Surveys of service with the clients.
2.4 Evaluation of the behaviour of attention.
3. THE STRATEGY OF THE SERVICE AL CLIENT.
4. FIDELIZACIÓN OF CLIENTS.
4.1 The quality of the service.
4.2 Other factors of fidelización.
5. ATTITUDES TO THE SALE. SOCIAL SKILLS To DEVELOP.
5.1 Communication and listens active.
5.1.1. THE VERBAL COMMUNICATION And NO VERBAL.
5.1.2. INFORMAL COMMUNICATION And FORMAL COMMUNICATION.
5.1.3. VERTICAL COMMUNICATION And HORIZONTAL COMMUNICATION. CHANNELS And HALF.
To) vertical Communication.
b) Horizontal communication.
c) Methods: channels and internal media.
d) Wealth of the information.
And) Some technicians for the improvement of the communication in the company.
5.1.4. FUNDAMENTAL ELEMENTS IN THE COMMUNICATION.
5.1.5. FEEDBACK.
5.1.6. It LISTENS ACTIVE.
5.2 Argumentation and persuasion. Types of questions for the sale.
5.2.1. RULES TO ARGUE WITH EFFICIENCY.
5.2.2. REGARDING THE QUESTIONS.
5.3 Asertividad.
5.4 corporal Language.
5.4.1. THE LOOK.
5.4.2. THE GESTURES OF THE EXPENSIVE.
5.4.3. MOVEMENTS OF HEAD.
5.4.4. OTHER FACIAL SIGNS.
5.4.5. THE HANDS.
5.4.6. THE POSTURE.
5.4.7. THE CLOTHES TO DRESS.
5.4.6. TYPOLOGY OF CLIENTS.
5.4.7. THE ATTENTION And SALE TELEFÓNICA.

SUBJECT 3. PROCESS OF SALE

1. RECEIVED (GREETING And PRESENTATION). CHARACTERISTICS OF THE PHYSICAL SPACE.
2. PREPARATION OF THE SALE.
2.1 Knowledge of the product or service.
2.2 Knowledge of the client.
2.3 Technicians of preparation (automotivación, determination of aims).
3. It TAKES OF CONTACT WITH THE CLIENT. CONCERTACIÓN OF THE INTERVIEW.
4. PRESENTATION OF THE PRODUCT Or SERVICE.
5. EXPLANATIONS, NEGOTIATION, PERSUASION And TECHNICAL OF TREATMENT OF THE OBJECTIONS.
5.1 How win the blockade in a process of negotiation.
5.2 The sale is a commercial negotiation.
5.3 In front of difficult situations.
5.4 What is an objection?
5.4.1. SINCERE.
5.4.2. PRETEXTS.
5.4.3. TREATMENT OF THE OBJECTIONS.
5.4.4. GENERAL NORMS FRONT To THE OBJECTIONS.
5.4.5. ADMISIÓN OF THE OBJECTION.
5.5 How avoid cancellations of sale.
6. CLOSING OF SALES: TECHNICAL.
6.1 Diez requirements for the closing of sales.
6.2 Five errors that have to avoid in the closing of sales.
6.3 Obstacles for the closing.
6.4 Signals of purchase.
6.5 Technicians of closing.
6.5.1. THE TECHNICIAN OF THE POMO OF THE DOOR.
6.5.2. INVITATION AL CLOSE.
6.5.3. CLOSING DIRECTED.
6.5.4. ALTERNATIVE CLOSING.
6.5.5. SECONDARY CLOSING.
6.6.6. CLOSING BY PERMISSION.
6.6.7. CLOSING BY LEAF OF REQUEST.
6.6.8. CLOSING OF THE «WANT to THINK IT TO ME A bit MORE».
6.6.9. OTHER TECHNICIANS.
7. FOLLOW-UP. HOW FACE THE COMPLAINTS?
8. THE DOMICILIARY SALE.

SUBJECT 4. PSYCHOLOGY APPLIED To THE SALE

PSYCHOLOGY APPLIED To THE SALE.

ANNEXES.

Poll on the satisfaction of the client with the product or service.
Poll on the satisfaction with the service of attention to the client.