SELL PRODUCTS TO CORPORATE FLEET OWNERS

  • PURPOSE
  • COURSE CONTENT
  • DELIVERY
  • ACCREDITATION

The learner is capable of identifying and making contact with potential corporate fleet owners, providing information clearly and accurately, carrying out presentations of proposals, providing fleet purchasing options, creating and pursuing sales opportunities, agreeing on future actions with the customer, and recording details for use in future sales discussions.

  • Unit 1: Source new corporate prospects
  • 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. 
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  • Unit 2: Make contact with corporate prospects
  • 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. 
  • An appointment with the decision makers is secured in accordance with company policies and procedures. 
  • Information is recorded with reference to the requirements and/or present status of the corporate fleet. 
  • Information on own organisation is and products relevant to the corporate prospects requirements are presented in accordance with company policy and procedures. 
  • 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.

  • Unit 3: Present a proposal/quotation to the corporate prospect

  • 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. 

 

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  • Unit 4: Obtain necessary approval to conclude the deal
  • 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. 

 

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  • Duration: 5 Day
  • Delivery: Classroom/Online
  • SAQA ID: 259898
  • NQF Level: 4
  • Credits: 7
  • Certificate Validity: 2 Years