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    Other Courses: The Art of Selling

    Certificate Approved by WWISE
    Course Duration
    6 Weeks
    12 months access

    Course Summary

    Every course is broken down into bite-size chunks – manageable modules that will help you assimilate and apply your knowledge in record time. Our courses are pointed for the current market, simple and sharp like the tip of an HB pencil. You’ll be able to study online from anywhere in the world, in your own space, at your own pace, guided by our industry experts. With our practical and business-relevant material, you’ll be given hands-on tools to help you deal with real-world scenarios.

    Who Should Attend?

    • A great introduction for those that have never worked in sales but wish to pursue a career in personal selling.
    • Great for those that have started a career in sales and need a better understanding of the sales function and how the sales function contributes to the organisation’s strategy and goals.
    • Ideal for those who want to improve their knowledge of sales and those that aspire to become salespeople.
    • Perfect for marketers that need a full understanding of the selling process, and how it fits into the overall marketing mix.

    Course Objectives

    • Personal selling is the exchange of ideas or information, verbally or non-verbally between the customer and the salesperson. The earliest form of personal selling involved bartering systems but progressed to the development of coinage which enabled exchange to occur more efficiently.
    • Today, the aim of communication in personal selling is to inform the customer and persuade them to purchase.
    • It is often said that many people end up in sales as a matter of default, as they did not necessarily search for a career in sales, but rather ended up in sales as a result of not being able to find another job.
    • Yet most successful salespeople are professionals and have no intention of exchanging their careers. One often hears or reads, ‘Salespeople are born, not made.’
    • There are clear characteristics associated with effective salespeople, many of which can be trained. One of the key skills required by salespeople is that of developing and maintaining relationships with their customers over time.
    • This course will give you a better understanding of selling as a career, the use of verbal, non-verbal and written communication in the sales process and how to influence the customer buying process.
    • You will also realise the importance of sales knowledge and information and how to acquire sales knowledge from a variety of sources, formally and informally. In today’s competitive marketplace, those that deliver the fastest and best service will be most successful. It is vital therefore as part of this course to introduce you to the technology that will make your sales efforts more effective and profitable.

    Course Modules

    • Introduction to personal selling
      • The history, advantages, and disadvantages of personal selling
      • Consultative and direct selling
      • The selling Cycle Step 1: Prospecting
      • The selling cycle – planning the call, approach, presentation, closing and follow-up
    • Communication
      • Verbal communication
      • Non-verbal communication
      • Written communication and adaptive selling
      • Social selling
    • Influencing the customer buying process
      • Sales presentation methods in different situations
      • Adapting, negotiating, and handling objectives
      • Consumer purchase behaviour
      • Customer motivation, choice and influencing buyer behaviour
    • Sales knowledge
      • Salesperson qualities and knowledge process
      • Sources of information: part 1
      • Sources of information: part 2
      • Sources of information: part 3


    • Understanding terms ‘social media’, including organic and paid media and their benefits
    • How to effectively engage with the social media platforms – Facebook, LinkedIn, Instagram, Twitter and YouTube
    • How social media can support other forms of digital media
    • How to harness the business value of social media and use it to increase traffic to company websites
    • Set up, navigate, extract data analytics and manage Facebook, LinkedIn, Instagram, Twitter and YouTube accounts
    • How to effectively engage with users through a range of social media channels
    • Content strategy and the different types of content that can be used in social media activities
    • How to create a content marketing plan
    • The relevance that SEO, landing pages and micro-sites play in social media
    • How to use insights gained from social media listening and monitoring platforms to increase social media engagement
    • How to map customer touchpoints and journeys
    • How to create a customer engagement plan
    • The types of paid-media advertising available on social media and use it effectively
    • How to automate social media posts
    • How to integrate online and offline media channels


    • Certificate of Successful Completion from the IMM Graduate School – On completion of your short course, you’ll be awarded a certificate that’s approved by the IMM Graduate School and our respective partners, recognising the skills and key competencies you’ve developed along the way. This certificate can be used to document your commitment to continuing professional development in your personal portfolio (including your LinkedIn profile or CV), or to provide evidence to employers or other professional bodies of your achievement. Moreover, you’ll be better equipped to face workplace challenges, enhance your professional performance and, thereby, boost your career.
    • Certificate & International Accreditation from CILT UK- On successful moderation of your assessment by CILT in the UK, you will receive a further Certificate of Successful Completion and get international accreditation.