Title: Types of selling and the role of the salesperson Delivery mode: Download PDF
This module forms part of: Advanced Certificate in Sales & Marketing
Description: This unit will describe the various selling contexts and the types of customer encountered within them. The role of the salesperson in each context will be examined. Students will gain an understanding of the principal differences between selling to new and prospective customers and to existing clients. The various types of selling (field, retail, tele, commercial (B2B) will be examined, and solution selling will be introduced in the commercial context. Students will also develop an appreciation of the role of the salesperson in sales forecasting and budgeting, as well as in contributing to the overall market strategy.
