BJ5C PRODUCE A SALES STRATEGY IN ORDER TO SELL A PRODUCT SOLUTION

Competency Description

Coming soon.

Evaluation Description

To demonstrate this competency, you may choose one of the following methods:

C1. Proof of Previous Training

If you’ve successfully attended training that corresponds to the elements outlined for this competency and were formally evaluated for this training, you may choose to present your training as proof of the attainment of the competency. If so, it will be your responsibility to collect the required documents and present them to your RAC Advisor who will analyse them with the help of a content specialist.

Download the preparation guide.

C2. Portfolio and Interview

If, as a business manager or owner, you’ve successfully produced a sales strategy in order to sell a product or a solution, have created successful distribution strategy and have developed an effective team of sales professionals, you may choose to gather documentation to demonstrate what you’ve achieved in the past. A content specialist will review the materials you’ve submitted and schedule an interview with you to determine whether you can be awarded this competency.

Download the preparation guide.

C3. Case Study and Interview

You may demonstrate this competency by doing a Case Study proposed by our content specialist. For the Case Study, you will be required to analyze the prescribed case and to present your sales pitch and product/solution presentation, create a distribution strategy and your plan to develop an effective sales team.

Download the preparation guide.

CASE STUDIES

C4. Personal Project and Interview

If you currently own your own business or manage a business, you may choose to propose a project directly related to your current business, which includes how you have produced a sales strategy in order to sell a product or a solution, how you have created successful distribution strategy and have developed an effective team of sales professionals. If you choose to do so, you must gather documentation to demonstrate what you’ve achieved in the past. A content specialist will review the materials you’ve submitted and schedule an interview with you to determine whether you can be awarded this competency.

Download the preparation guide.


Competency Elements and Online Resources

BJ5C-1: Develop a 'sales pitch' and product presentation.

Evaluation criteria

  • Explain the elements of a successful sales approach.
  • Prepare a sales “pitch” and presentation highlighting key product benefits. Identify ways to approach customers and create openness to a sales proposition. Identify and reinforce the customer’s needs and wants. Link a product (and product benefit) to the satisfaction of the customer’s needs and wants. Identify customer resistance and solutions to overcome it.
  • Demonstrate the effective use of negotiation techniques to arrive at an agreement with a customer, and closing the sales.
  • Identify key post-closing steps, and explain how to transform sales into positive, long-term business relationships.

Online Resources

BJ5C-2: Create an optimal distribution strategy.

Evaluation criteria

  • Explain and understanding the importance of choosing a distribution strategy and determine an optimal distribution plan that fit business strategies and product mix.
  • Identify potential tensions and challenges in distribution network and develop solutions to overcome these tensions and challenges.

Online Resources

BJ5C-3: Develop an effective sales team.

Evaluation criteria

  • Identify the different forms of sales organizations and their advantages/disadvantages. Choose the appropriate structure for the sales organization that matches overall strategic goals and the targeted distribution network.
  • Build sales training approaches and tools, and create an optimized sales compensation structure. Motivate a sales team.
  • Analyze sales reports and recognize when to adjust strategy. Use appropriate information technology to support the sales organization.

Online Resources


Seminar

Download the presentation of the seminar.