Sales Representative – Identifying Customers and Generating Opportunities | Online Course
Learn how to identify potential customers, create selling opportunities, and boost sales success with proven techniques tailored for sales representatives.
What is this course about?
This course equips sales representatives with essential techniques to identify potential customers and generate meaningful sales opportunities. Learners will explore methods for market research, lead qualification, customer profiling, and prospecting strategies. Through practical exercises and real-world case studies, you’ll develop the confidence to target the right audience and open doors to new business.
Why take this course on sales opportunity generation?
Understanding your customer base and spotting opportunities are fundamental to sales success. This course helps you build strong foundations in lead generation, improve targeting accuracy, and enhance your ability to convert prospects into loyal clients.
What you will gain from this course:
- Identify ideal customer profiles and target markets
- Qualify leads to focus on high-potential opportunities
- Use research and data to guide sales prospecting
- Create tailored approaches to engage new clients
- Improve your effectiveness as a proactive sales representative
Overview
Identifying potential customers involves recognising individuals or entities who may be interested in a product or service. Generating selling opportunities includes actively creating situations or scenarios where a sale could occur.
Description
This unit standard is intended for learners who will review the existing client/customer base and identify potential customers using a range of research and resource methods: Thereby generating selling opportunities. Contact all clients/customers in a professional manner, handling any objections and/or requests efficiently: Evaluate and record responses for future reference. On achievement of this unit standard, the learner will be able to identify potential customers, generate selling opportunity and respond to sales opportunities.
- Potential customers are identified using standard research methods
- Sales leads are gathered from a range of sources in accordance with company procedures
- Communication channels are established with purchasing decision-makers
- Existing and potential customer base is reviewed to determine new selling opportunities according to company procedures
- Sales leads are pursued in accordance with company procedures
- The procedure to contact potential is explained according to standard company policies and procedures
- The procedure to relay information relating to a service or product to a customer is described in accordance with company policies and procedures
- Future interactions with the customer are agreed upon according to company policies and procedures
- Customer objections or requests for information are dealt with in accordance with company procedures
- Sales leads or contacts are evaluated against the organisation’s set criteria
- Sales leads or contacts are recorded according to the organisations standard procedures
- Sales leads or contacts are followed up according to company policies and procedures
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
