This course has been developed to provide the knowledge and understanding necessary to enable you to respond to different members of the decision-making unit, whether in consumer markets or organizational markets.
Students will also study the decision-making process and its impact on the sales cycle, and how knowledge of this enables the salesperson to present appropriate solutions throughout the sale process.
|24 Guided Learning Hours|
|Recognised by ISMM|
|Written Exercises as you go|
|ISMM Level 3 U303 - Understanding Influences on Buyer||This course has been developed to provide the knowledge and understanding necessary to enable you to respond to different members of the decision-making unit, whether in consumer markets or organisational markets.|
|Course Overview||Knowledge of buyer behaviour enables you to identify appropriate methods of contact and present solutions depending on who is involved in the sales decision. You will also study the decision-making process and its impact on the sales cycle, and how to present appropriate solutions based on this. WHAT IS ISMM LEVEL THREE? The Institute of Sales and Marketing Management (ISMM) is a government- recognised industry body dedicated to giving sales and marketing professionals. Their qualifications equip salespeople with the knowledge and skills to help them sell more effectively, professionally and ethically. ISMM level three is aimed at salespeople in their first or second sales role, and is recognised in the same way as an A-level. WHAT’S IN IT? • How the consumer and organisational buying decision-making process affects the sales cycle • How each role of the decision-making unit impacts on the sales cycle • How to differentiate between and present solutions to each member of the decision-making unit in a sales situation|
|Who Should Take This Course||THIS COURSE IS FOR YOU IF … • You want to learn how to successfully approach and engage with the Decision-making Unit (DMU) • You want to tailor your contact strategy to the target • You want a deeper understanding of the decision-making process • You have been working in a sales environment for one to two years and want to boost your CV • You are working towards your sales and marketing certificate or diploma • You want cost-effective sales training recognised by the UK government without losing office hours|
|Accreditation||Recognised by ISMM|
|Examination||HOW DO I PASS? At points in the course you will pause for a series of targeted written assignments that show you have met the assessment criteria. This will be work-based evidence often referring to your actual day-to-day sales activities.|
ISMM Level 3 U303 - Understanding Influences on Buyer Behavior e-Learning
- Product Code: ISMM Level 3 U303
- Availability: In Stock