Certificate 4 in Business Sales

Dates for next course:	Call 02 4969-0690 for the next course date
Training Format:	Classroom
Duration:	7 Days
Price:	$4,000.00   This course is GST free

Are you looking for a qualification that provides you with well-developed business sales skills and the ability to apply these skills in the context of your clients' requirements?

The new look Certificate 4 in Business Sales is now Australia's leading qualification for sales account executives, agents, sales assistants and representatives.

The Certificate 4 in Business Sales is your gateway to acquiring a range of practical tools that are focused on driving higher business returns - and what's more, you receive a nationally recognised qualification that is acknowledged by all business sectors.

Qualification Overview

Who would benefit from completing the certificate?

Sales people who currently hold roles in sales and who require a broader knowledge base in a wide variety of business sales contexts. Learn how to apply these skills in a practical way that boosts sales figures and assists you in meeting your targets.

The program provides techniques for applying solutions for unpredictable problems, and analysing and evaluating information from a variety of sources.

What is the benefit of completing the Certificate 4 in Business Sales?

Build yourself a toolkit of new techniques and tactics to further your sales career. Gain practical and useful insights into more effective ways of dealing with customers and closing sales. Add to this the value of a nationally recognised qualification and this is your best way for career advancement.

Would I qualify for Government traineeship funding?

Speak to a Forsythes Training consultant to determine whether you are eligible for the grant. A grant of up to $4000 per person is available to those who meet the criteria.

Why complete your Certificate 4 in Sales through Forsythes Training?

Join other sales professionals who have found success using the solid techniques of this program. Forsythes Training works with top organizations to develop people to perform at their best.

What is the course content?

The program is made up of 5 modules and includes self-study as well as practical application of skills.

Module 1
BSBPRO401A Develop product knowledge
BSBREL402A Build client relationships and business networks

• Understand and explore the sales cycle
• Different communication styles and how to adapt to other styles
• Use DISC profiling to work more effectively with customers
• The basics of building positive relationships - power vs poison phrases
• Active listening skills to build rapport and to obtain key information
• Do you know what you are selling - design an 'elevator' pitch with confidence - what is your unique selling proposition
• Understand the difference between benefits and features
• Become self-motivated to remain positive and focused

Module 2
BSBSLS402A Identify sales prospects
BSBSLS403A Present a sales solution

• Plan the structure of a face to face session OR the structure of a telephone sales consultation
• Do your research and be prepared
• Use a range of effective questioning techniques - it is about the customer's needs!
• Create different types of SPIN questions to convert implied needs into explicit needs
• Ask Situation questions
• Identify problems through asking Problem questions
• Learn how to ask Implication questions
• Practice asking Need-payoff questions

Module 3
BSBSLS404A Secure prospect commitment
BSBSLS406A Self-manage sales performance

• Advance your negotiation skills to advance the sale
• Become a power negotiator to win the customer's confidence
• Overcome objections to close the sale
• Deal with primary and secondary objections and handle the 'stallers'
• Develop the confidence to influence others using the principles of the influence guru, Robert Cialdini
• Find the time to sell - strategies to avoid 'busy-ness' and keep sales as your priority
• Use 'quieter' times effectively and increase efficiency

Module 4
BSBOHS407A Monitor a safe workplace
BSBCUS401A Coordinate implementation of customer service strategies
BSBCUS402A Address customer needs
BSBCMM401A Make a presentation

• Create a sales presentation that has that 'wow' factor
• Develop networking skills and foster customer relationships
• Excellence in customer service - ensure that you have repeat business
• Work effectively as part of a sales team
• Practice in a range of simulated calls or sales visits that reflect potential situations and acquire the attributes of a successful sales person
• Ensure that OHS is understood and applied in a sales environment

Module 5
Summary of all units and final wrap-up of program

• Content based on choice of electives according to job roles and could include -
• Individual coaching in real working contexts and additional practice of skills
• Completing post-sales activities
• Using spreadsheets
• Prospecting for leads and cold-calling

What are the units required to complete the qualification?

Total number of units = 10

The 10 units are made up of 1 core unit plus 9 elective units

At least 5 of the elective units must be selected from the sales units listed below.

At least 3 of the elective units must be selected from the remaining sales units or the elective units listed below.

The 1 other elective unit may be selected from the remaining elective units listed below, the BSB07 Business Services Training Package or any other currently endorsed national Training Package. Where not listed below, the unit may be selected from either a Certificate III or Diploma qualification.

Core Unit
Occupational Health and Safety

BSBOHS407A Monitor a safe workplace

Sales Units
Product Skills and Advice

BSBPRO401A Develop product knowledge

Relationship Management

BSBREL402A Build client relationships and business networks

Sales

BSBSLS402A Identify sales prospects
BSBSLS403A Present a sales solution
BSBSLS404A Secure prospect commitment
BSBSLS405A Support post-sale activities
BSBSLS406A Self-manage sales performance

Elective Units
Customer Service

BSBCUS401A Coordinate implementation of customer service strategies
BSBCUS402A Address customer needs

General Administration

BSBADM405B Organise meetings
BSBADM406B Organise business travel
BSBADM409A Coordinate business resources

International Business

BSBINT401B Research international business opportunities

Interpersonal Communication

BSBCMM401A Make a presentation

IT Use

BSBITU301A Create and use databases
BSBITU402A Develop and use complex spreadsheets

Relationship Management

BSBREL401A Establish networks
BSBREL403A Implement international client relationship strategies

Research

BSBRES401A Analyse and present research information

Sales

BSBSLS501A Develop a sales plan
BSBSLS502A Lead and manage a sales team

Workplace Effectiveness

BSBWOR401A Establish effective workplace relationships
BSBWOR402A Promote team effectiveness

Imported Units

FNSICSAM402A Implement a sales plan

How is assessment conducted?

Evidence is generated from the workplace and theory questions are also included.

What course material do you receive?

All participants receive copies of:

• The portfolio builder to store evidence in a user-friendly way
• Notes and hand-outs used in the training sessions
• Copies of the Powerpoint slides used during training
• Additional reading and articles that are relevant to sales professionals

How long will it take me to complete the qualification?

The time that you need to complete the qualification needs to include:

• Time to acquire theory and do reading
• Face to face training
• Time to be assessed in the workplace
• Time to compile your evidence to meet the requirements of the qualification.
• The approximate time to complete the qualification is 390-450hrs

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