Corporate Fleet Sales Communication Skills | Online Course
Gain the skills and techniques needed to successfully sell vehicles and services to corporate fleet owners. This course is tailored to help professionals understand the needs of large clients and develop effective sales strategies in the automotive sector.
What is this course about?
This course provides a deep dive into fleet sales, focusing on corporate client expectations, procurement processes and relationship management. You will explore how to prepare customised proposals, negotiate with business buyers and position your offering as a cost-effective solution. Practical case studies and role-play scenarios ensure you’re prepared for real-world sales engagements.
Why take this course on fleet sales communication?
Selling to fleet owners involves a unique approach that differs from individual sales. This course will equip you with the knowledge to confidently approach corporate clients, understand fleet procurement strategies and close high-value deals. It’s ideal for those aiming to build strong relationships and grow revenue in the corporate sales segment.
What you will gain from this course:
- Communicate effectively with fleet decision-makers
- Build and maintain professional client relationships
- Present tailored fleet solutions with confidence
- Respond to objections and close corporate deals
- Strengthen your credibility in B2B sales environments
Who Should Enrol
- Automotive sales professionals
- Sales representatives
- Fleet sales consultants
- Anyone selling to business or institutional vehicle buyers
This online course equips automotive professionals with the advanced knowledge and practical skills to confidently sell to corporate fleet owners. You will explore the full lifecycle of a fleet sales engagement—from identifying potential leads to structuring offers and post-sale support. Through industry-focused modules and real-world case studies, the course highlights how to address the unique purchasing criteria of corporate clients and position your solutions as high-value, cost-effective investments. It is ideal for any sales representative looking to expand into the fleet sales market or refine their strategy to close more large-scale deals and retain corporate clients.
Course Content
- The objectives for a corporate interface are explained with reference to company policy and procedures
- Corporate prospects in a specific area are identified from referred and non-referred leads
- Methods to research source leads are described with reference to the identification of related corporate prospects
- A database of potential corporate prospects is compiled to inform decisions
- Source leads are listed with reference to possible corporate clients
- The most viable purchasing options are established in terms of the corporate prospects’ financial position and in accordance with company procedures
- Different methods of contacting corporate prospects are explained in terms of pros and cons and research done on the prospective client
- Company policies and procedures secure an appointment with the decision-makers Information is recorded with reference to the requirements and/or present status of the corporate fleet
- Company policy and procedures present information on the organisation and products relevant to the corporate prospect’s requirements
- The financial position of a corporate prospect is established in terms of the envisaged sale and in accordance with company policies and procedures
- Decision-makers of prospective clients are identified prior to a sales intervention with reference to who can make a purchasing decision
- Concerns and objections are addressed in accordance with company policy and procedure
- Viable purchasing options are formulated and presented to the client in terms of covering a range of financial commitments
- A sales presentation is compiled according to company policies and procedures within the financial capabilities of the prospective client
- Obtain necessary approval to conclude the deal
- Proof of approval for the deal is presented in terms of obtaining approval from the prospective customer and own management
- The terms and conditions for further dealings are compiled according to company policy and procedures
- Agreement is obtained from the prospective customer to conclude the deal
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
