In today’s complex and competitive sales and marketing environment, the competition is tougher than ever and the pace is much faster. This makes it essential to be able to consistently identify and evaluate potential sales opportunities, communicate benefits and features of the organisation’s products / services as well as pursue leads.

Developing New Growth Opportunities to Drive Sales (BM-SM-405E-1) is a national competency unit from the Business Management (BM) Workforce Skills Qualifications (WSQ). It is suitable for Level 4 sales and business development professionals who wants to be equipped with the relevant knowledge and skills on the process of identifying new sales and marketing opportunities important to the growth of a sales-driven business.

Learning Outcomes:

Upon completion, participants will gain the following competencies:

• Recognise opportunities that can be converted into potential sales leads.
• Evaluate opportunities to determine alignment to organisational growth strategy.
• Communicate organisation’s products / services benefits and features to potential customers.
• Pursue sales leads in accordance with organisational procedures.

Course Outline:

Recognise the Different Types of Opportunities to Tap On

• Attending networking and marketing events
• Reviewing referrals from past or current customers
• Use of personal networks

Recognising interest in products / services

• Use of customer segmentation
• Analysing market trends and forecasts
• Evaluate Opportunities
• Understand Direction of Organisational Growth Strategy and Determine if Opportunity Follows Intent of Organisational Growth Strategy
• Understand Implications Regarding Desired Types of Potential Customers
• Qualify Potential Customers and Recommend if Opportunity should be Pursued

Communicate Organisation’s Products / Service Benefits and Features to Potential Customers

• Gathering Information on Products / Services
• Understanding Potential Synergies between Organisation’s Product / Services
• Needs and Expectations
• Determining How Organisation’s Product / Service Features Help Meet Customers’ Needs and Practicing How to Articulate it in a Persuasive Manner

Apply Communication Techniques

• Verbal and Non-Verbal Language
• Techniques for Providing Constructive Feedback
• Active Listening
• Reflect and Summarise
• Show Empathy
• Deal with Difficult People and Situations in a Rational Manner

Pursue the Lead

• Close the Sale and Sign the Agreement
• Agreement Terms

Who Will Benefit?

Level 4 personnels holding sales and business development responsibilities.

Learning Methodology

Participants will be assessed after they have been taught a particular competency through case studies, written assessments and oral interview. A Competent or Not Yet Competent assessment will be given at the end of each competency unit to confirm if participants have acquired the skills and knowledge of the subject.

Certification

Upon successful completion, participants will receive a Statement of Attainment (SOA) in BM WSQ Developing New Growth Opportunities to Drive Sales awarded by WDA.