Consultative Selling

Print versionPrint version
Network: 
CCMA Ireland Skillnet
Duration 5 days classroom based or 4 weeks eLearning
FETAC Code 6N2054: Consultative Selling
Course Content Programme Overview:
The purpose of this award is to equip the learner with the knowledge,skill and competence to conduct professional sales calls using a structured consultative selling approach.
Entry Requirements Level 5 or equivalent qualification and/or relevant life and work experience.
Further Enquiries To Register For the Programme, Please Contact:
training@ccma.ie
01 291 1960
Eligibility Who is this Course For?
Anyone in a Sales Personnel role wishing to improve customer interaction and increase sales or anyone who wishes to gain employment in a sales role.
Learning Outcomes Participants who successfully complete this module will:
• Examine the theories, strategies and components of a consultative sales process
• Analyse customer requirements through analysis of buyer behaviour theories
• Employ appropriate questioning and listening skills, in a range of consultative sales scenarios, to identify customer requirements
• Formulate product or service solutions to effectively meet client needs through the use of consultative selling skills and tools
• Provide solutions to customer problems, handling customer objections to buy, and close the sale
• Apply sales skills and techniques in a range of customer facing situations
• Exercise substantial personal autonomy in a range of sales or customer facing situations.
Methods of Assessment Assignment - 25%
Skills Demonstration - 75%
Location of Course Nationwide
Available to Job Seekers: 
Yes
Certified: 
Yes