Course description
Acquire the knowledge and skills to apply psychology during the sales process, covering and analysing aspects such as seller and buyer behaviour, communication techniques and sales methods.
Why enrol on this course?
Who can take this course?
Employed, self-employed or unemployed people who want to improve their skills.
Free course
Subsidised training, at no cost to the student.
Online course
Study from home with a flexible format.
Certified course
When you finish you will be able to certify the training you have completed.
Course content
1. BUYING AND SELLING BEHAVIOUR.
1.1. The role of the seller.
1.2. The buyer.
2. BASIC NOTIONS OF PSYCHOLOGY APPLIED TO SELLING.
2.1. Transactional analysis theory.
2.2. Influencing others.
2.3. The study of motivation.
2.4. The buyer-seller relationship: an interpersonal relationship.
3. COMMUNICATION.
3.1. Basic notions.
3.2. Elements of communication.
3.3. The communication process.
3.4. Communication difficulties.
3.5. Functions of the message.
3.6. Levels of communication.
3.7. Attitudes and techniques that encourage communication.
3.8. Types of communication.
3.9. Types of interviews and meetings.
4. COMMUNICATION TECHNIQUES FOR BUSINESS AND SALES ACTIVITY.
4.1. Communication and the company.
4.2. Written language.
4.3. Oral communication.
4.4. Telephone communication rules.
4.5. Written communication.
5. METHODOLOGY FOR GETTING TO KNOW PRODUCTS.
5.1. The product's position in the market.
5.2. Manufacturing the product.
5.3. The product's image.
5.4. The product life cycle.
5.5. Sales arguments: selection and adaptation to different categories of customer.
6. METHODOLOGY FOR GETTING TO KNOW CUSTOMERS.
6.1. Current customers.
6.2. Quantitative studies: sales analysis by geographical area.
6.3. Qualitative studies: purchasing motivations.
6.4. Potential customers.
7. SALES METHODS.
7.1. Introduction.
7.2. Sales at the point of sale: shop, warehouse and merchandising.
7.3. Sales at trade fairs, exhibitions and shows.
7.4. Sales of fast-moving and durable consumer goods.
8. SELLING AND NEGOTIATION.
8.1. Preparing the visit.
8.2. Stages of selling and commercial negotiation.
8.3. Sales follow-up.
9. LEGAL FRAMEWORK OF SALES AND EU REGULATIONS.
9.1. The sales contract. Contractual liability in distribution.
9.2. Buyer protection provisions.
9.3. Competition provisions: regulations on prices, agreements and discriminatory practices.
1.1. The role of the seller.
1.2. The buyer.
2. BASIC NOTIONS OF PSYCHOLOGY APPLIED TO SELLING.
2.1. Transactional analysis theory.
2.2. Influencing others.
2.3. The study of motivation.
2.4. The buyer-seller relationship: an interpersonal relationship.
3. COMMUNICATION.
3.1. Basic notions.
3.2. Elements of communication.
3.3. The communication process.
3.4. Communication difficulties.
3.5. Functions of the message.
3.6. Levels of communication.
3.7. Attitudes and techniques that encourage communication.
3.8. Types of communication.
3.9. Types of interviews and meetings.
4. COMMUNICATION TECHNIQUES FOR BUSINESS AND SALES ACTIVITY.
4.1. Communication and the company.
4.2. Written language.
4.3. Oral communication.
4.4. Telephone communication rules.
4.5. Written communication.
5. METHODOLOGY FOR GETTING TO KNOW PRODUCTS.
5.1. The product's position in the market.
5.2. Manufacturing the product.
5.3. The product's image.
5.4. The product life cycle.
5.5. Sales arguments: selection and adaptation to different categories of customer.
6. METHODOLOGY FOR GETTING TO KNOW CUSTOMERS.
6.1. Current customers.
6.2. Quantitative studies: sales analysis by geographical area.
6.3. Qualitative studies: purchasing motivations.
6.4. Potential customers.
7. SALES METHODS.
7.1. Introduction.
7.2. Sales at the point of sale: shop, warehouse and merchandising.
7.3. Sales at trade fairs, exhibitions and shows.
7.4. Sales of fast-moving and durable consumer goods.
8. SELLING AND NEGOTIATION.
8.1. Preparing the visit.
8.2. Stages of selling and commercial negotiation.
8.3. Sales follow-up.
9. LEGAL FRAMEWORK OF SALES AND EU REGULATIONS.
9.1. The sales contract. Contractual liability in distribution.
9.2. Buyer protection provisions.
9.3. Competition provisions: regulations on prices, agreements and discriminatory practices.