Understanding Selling to Customers

This unit aims to develop the knowledge and understanding of selling to customers face to face.  The unit aims to encourage sales performance in a number of areas but in particular after initial contact has been made with customers.  The unit includes identifying your customer’s buying needs, promoting benefits and features of your organisation’s products and services, responding to and resolving customer objections and agreeing mutually beneficial terms and conditions.

The unit also requires you to know how to respond to verbal and non-verbal buying signals, both negative and positive, as well as good levels of knowledge and understanding of your organisation’s products and services.