INTRODUCTION


Sales success begins with attitude, it is directly connected to understanding that the sale is not about you; it is not about commission, it is not about moving an item of off the shelves, and it is not about the hefty paycheck. It is not about you-it is about the customer.

Understanding what it takes to sell your product or service is the key to business success. Do you know what it takes to be an effective seller, or are you wondering if you and your team make the cut? Learn if you have the right skills and attitude for selling such as motivation, follow through and creative problem solving to feel at east closing business.


SALES EXECUTIVES AND SALES SUCCESS


AIMS


The aim of this qualification are to enable candidates to develop:

    • empathy with their client
    • Long-term relationship building skills
    • The ability to work with people in other departments of their company
    • In-depth knowledge of the market
    • A dedication to customer service

TARGET AUDIENCE AND CANDIDATE PROGRESSION


The examination is intended for those who work in the sales executive level and who want to succeed in sales.


LEVEL OF ENGLISH REQUIRED


Candidates should have a standard of English equivalent to intermediate or upper intermediate for Business.


STRUCTURE OF THE QUALIFICATION


The Sales Executive and Sales Success is a single unit qualification that consists of the range of topics detailed below:


SYLLABUS TOPICS


    1. Sales talk
    2. Create a dialogue
    3. Always be preparing
    4. Sharpen your critical skills
    5. Open with a focus on your customer
    6. Relate to your customers
    7. Position your questioning
    8. Develop a questioning strategy
    9. Think questions
    10. Develop deeper need dialogues
    11. Focus on how skillfully you are
    12. Ask questions
    13. Listen effectively
    14. Position your message
    15. Assess your competitors
    16. Use objections to move forward
    17. Check for customer feedback
    18. Do not negotiate too early
    19. Treat closing as a process
    20. Leverage all resources
    21. Follow up flawlessly
    22. Validate the opportunity
    23. Make it happen


GUIDED LEARNING HOURS


FIC recommends that 140-160 Guided Learning Hours (GLHs) provide suitable course duration for an ‘average’ candidate at this level. This figure includes direct contact hours as well as other time when candidates ‘work is being supervised by teachers. Ultimately, however, it is the responsibility of training centers to determine the appropriate course duration based on their candidates ‘ability and level of existing knowledge. FIC experience indicates that the number of GLHs can vary significantly from one course to another.


EXAMINATION FORMAT


The time allowed for the examination is 3 hours, with the examination paper consisting of 5 questions. Candidates are required to answer all 5 questions, all questions carry equal marks. The emphasis of the paper will be qualitative; however, descriptive elements are incorporated into questions.


COVERAGE OF SYLLABUS TOPICS IN EXAMINATIONS


At least 1 question from each of the following syllabus topics will be set in each examination:

    • Open with a focus on your customer
    • Focus on how skillfully you are
    • Leverage all resources

MARK ALLOCATION


A positive marking approach is used; although candidates will be penalized for initial calculation errors, they will gain marks for consequential ‘own figures’ as long as the correct use of principles has been demonstrated.


CERTIFICATION


Successful candidates will be awarded the certificate in Sales Executive and Sales Success based on the achievement of the percentages and grades below:

    • Pass 50%
    • Merit 60%
    • Distinction 75%