What is the background to this programme?
This programme provides the knowledge, skills and behaviours required to sell a specific product line or service. Apprentices will plan their sales activities, lead the end-to-end sales interaction with the customer and manage their sales internally. They will be responsible for retaining and growing a number of existing customer accounts, and generating new business by contacting prospective customers, qualifying opportunities and bringing the sales process to a mutually acceptable close.
A Sales Executive understands their organisation’s propositions in detail and will analyse customer needs and create solutions by selecting appropriate product(s) or service(s). They will link features and benefits to customer requirements and will develop customer relationships by establishing rapport and building trust and confidence in their own and their organisation’s capabilities through demonstration of detailed product knowledge, competitor knowledge and an understanding of the market in which they operate, and by ensuring a positive customer experience.
What qualification is achieved?
Achievement of the standard meets the eligibility requirements for Sales Certification at Level 4 with the Association of Professional Sales (APS).
What is covered?
- Sales planning & preparation
- Customer engagement and needs analysis
- Proposing and presenting solutions
- Negotiating
- Closing sales
- Gathering intelligence
- Time management
- Collaboration and team-work
- Customer experience management
- Digital skills
- Ethics and integrity
- Proactivity
- Self-discipline
- Resilience and self-motivation
- Continuous professional development
