Sales Representative Courses
General information. Sales Representative Courses
Total amount of training: 120 acad. hours, of which 120 acad. hours are classroom and practical works
Study group (ISCED): Wholesale and retail sales
Language: Russian, English
Course group: up to 10 people
The course program of Sales Representative Courses is based on the professional standard “Commercial Sales Representative” of the European classifier of professions ESCO (European Skills, Competences, Qualifications and Occupations)
Teaching methodology
The training consists of lectures that are held online in ZOOM. For the demonstration of the practical work are used video materials.
Educational materials. Sales Representative Courses
Each student receives learning materials in PDF Format. The student receives the learning materials after paying for the tuition and crediting the payment to the current account of the education centre. After receiving the payment, the education centre provides the student with access to the personal account. The student’s learning materials are located in the personal account. Video materials are sent in the appropriate video format. The cost of training materials is included in the course price.
Description of the learning environment
Training is conducted online via ZOOM.
Conditions of graduation
The course is considered as completed, after the student has passed all the subjects prescribed in the curriculum, in the amount provided by the curriculum. The exam is conducted in the form of an examination test according to the course program. The exam is counted as passed if the student has completed at least 60% of all tasks of the test. At the end of the course, the student receives a certificate of completion or certificate of attendance of the course.
Documents the student receives
A certificate of completion of the course is issued if the student has attended at least 70% of the classes, completed at least 70% of the homework and independent work and/or passed the course exam. If a student attended less than 70% of classes, completed less than 70% of homework and/or did not pass the course exam, then upon completion of the course he will be issued a certificate of attendance of the course.
The certificate of completion of the course contains the student’s personal data and school data, learning outcomes (knowledge and practical skills that the student has acquired as a result of the training), the scope of the curriculum, the period of study, a list of teachers.
The certificate of attendance of the course contains the student’s personal data, school data, the number of academic hours of study attended by the student, the period of study, a list of teachers.
Both certificates are issued in English.
As a result of passing the course of a sales representative, the student understands the principles of organizing trade and warehouse accounting, and also knows the basics of personnel management.
Sales representative courses are designed for those:
- who have experience in sales, as a head of the marketing department, experience working with customers and suppliers and would like to improve their skills;
- who have experience in trade and would like to acquire knowledge in the field of sales management for the purpose of career growth;
- for those who have an education and would like to gain knowledge in the field of sales management;
- for those who have at least a basic school education and plan a career as a sales manager.
A sales representative trainee performs the following duties:
- organizes presentation of manufacturers, service providers, retailers and wholesalers, both for business partners and for individuals;
- organizes the presentation of products and services, both for business partners and for individuals;
- carries out profitable sales to existing and new customers;
- ensures the fulfillment of the business goal of the represented company;
- creates a base of regular customers and stakeholders;
- is able to make flexible and creative decisions within the framework of the responsibilities and powers granted to him, and taking into account the company’s business goals;
- provides communication and transmission of information between customers and the company he represents;
- has communication, negotiation and time management skills;
- has customer service skills taking into account the satisfaction of the customer’s needs and solving his problems;
- works effectively both independently and in a team.
Course program. Sales Representative Courses online
1. Creation and development of the client base (28 acad. hours)
1.1. Search for new channels and sales opportunities
1.2. Search for new customers. Contact with the client. Preparation and transfer of information about the product and the manufacturing company
1.3. Creating, maintaining and developing a good relationship with the client
1.4. Negotiating with various interested groups or parties
1.5. Search for a suitable solution based on the needs of the client and the capabilities of the company.
1.6. Execution of documentation on the transaction. Preparation of the contract and other documentation
2. Conducting marketing activities (32 acad. hours)
2.1. Analysis of the market situation and needs. Tracking the market situation, collecting information. Selecting data for analysis. Reporting and benchmarking
2.2. Targeted marketing planning. Planning of marketing activities in accordance with the market situation and marketing plan of the company
2.3. Compilation and placement of marketing materials
2.4. Presentation of goods/services
2.5. Conducting marketing activities. Marketing activities, their goals.
2.6. Development of the product and assortment based on market needs.
3. Sales planning and management (40 acad. hours)
3.1. Setting sales goals. Development of sales goals of the company and organization of activities for their implementation
3.2. Organization of sales and distribution of work. Systematic and effective sales planning.
3.3. Solving current problems in the field of sales
3.4. Resource and Inventory Planning. Assessing the availability of resources and inventory. Development of a procurement and sales plan considering the company’s logistics agreements
3.5. Product Categories. Manage product categories. Principles of management of product categories.
3.6. Assortment planning. Development of an assortment of goods/ services. Change of assortment. Organization of shares considering the results of sales and market conditions.
3.7. Price development. Development of prices using appropriate pricing methods and considering the principles of the company
3.8. Ensuring a multidirectional exchange of information. Organization of the transfer of information between the parties to the transaction
4. Sales, fulfillment of sales goals and analysis of sales results (20 acad. hours)
4.1. Organization of the sales process. Sales methods. Sales operations and activities
4.2. Growth/maintenance of market share. Ensuring that existing market share is maintained. Increasing the company’s market share
4.3. Ensuring the efficiency of the sales process. Efficient purchase and sale transaction. Effective Trade Rule
4.4. Analysis of sales results and fulfillment of goals
4.5. Preparation of sales reports
4.6. After-sales service and consultations
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