Certificate IV in Business Sales

Are you looking for a qualification that provides you with well-developed business sales skills and the ability to apply these skills in the context of your clients' requirements?

The new look Certificate IV in Business Sales is now Australia's leading qualification for sales account executives, agents, sales assistants and representatives

The Certificate IV in Business Sales is your gateway to acquiring a range of practical tools that are focused on driving higher business returns - and what's more, you receive a nationally recognized qualification that is acknowledged by all business sectors

Qualification Overview

Who would benefit from completing the certificate?

Sales people who currently hold roles in sales and who require a broader knowledge base in a wide variety of business sales contexts.  Learn how to apply these skills in a practical way that boosts sales figures and assists you in meeting your targets.

The program provides techniques for applying solutions for unpredictable problems, and analysing and evaluating information from a variety of sources.

What is the benefit of completing the Certificate IV in Sales?

Build yourself a toolkit of new techniques and tactics to further your sales career.  Gain practical and useful insights into more effective ways of dealing with customers and closing sales.  Add to this the value of a nationally recognized qualification and this is your best way for career advancement.

Would I qualify for Government traineeship funding?

Speak to a Management Consultancy International consultant to determine whether you are eligible for the grant.  A grant of up to $4000 per person is available to those who meet the criteria.

Why complete your Certificate IV in Sales through Management Consultancy International?

Join other sales professionals who have found success using the solid techniques of this program.  Management Consultancy International works with top organizations to develop people to perform at their best.  Management Consultancy International's programs have been awarded honours for best Frontline Management course of 2008 by Training Australia magazine and their material has been recognized for excellence in design for 2008 by the Australian Institute of Learning and Development. 

What is the course content?

The program is made up of 5 modules and includes self-study as well as practical application of skills.

Module 1

BSBPRO401A Develop product knowledge

BSBREL402A Build client relationships and business networks

• Understand and explore the sales cycle
• Different communication styles and how to adapt to other styles
• Use DISC profiling to work more effectively with customers
• The basics of building positive relationships - power vs poison phrases
• Active listening skills to build rapport and to obtain key information
• Do you know what you are selling - design an 'elevator' pitch with confidence - what is your unique selling proposition
• Understand the difference between benefits and features
• Become self-motivated to remain positive and focused

Module 2

BSBSLS402A Identify sales prospects

BSBSLS403A Present a sales solution

• Plan the structure of a face to face session OR the structure of a telephone sales consultation
• Do your research and be prepared
• Use a range of effective questioning techniques - it is about the customer's needs!
• Create different types of SPIN questions to convert implied needs into explicit needs
• Ask Situation questions
• Identify problems through asking Problem questions
• Learn how to ask Implication questions
• Practice asking Need-payoff questions

Module 3

BSBSLS404A Secure prospect commitment

BSBSLS406A Self-manage sales performance

• Advance your negotiation skills to advance the sale
• Become a power negotiator to win the customer's confidence
• Overcome objections to close the sale
• Deal with primary and secondary objections and handle the 'stallers'
• Develop the confidence to influence others using the principles of the influence guru, Robert Cialdini
• Find the time to sell - strategies to avoid 'busy-ness' and keep sales as your priority
• Use 'quieter' times effectively and increase efficiency

Module 4

BSBOHS407A Monitor a safe workplace

BSBCUS401A Coordinate implementation of customer service strategies

BSBCUS402A Address customer needs

BSBCMM401A Make a presentation

• Create a sales presentation that has that 'wow' factor
• Develop networking skills and foster customer relationships
• Excellence in customer service - ensure that you have repeat business
• Work effectively as part of a sales team
• Practice in a range of simulated calls or sales visits that reflect potential situations and acquire the attributes of a successful sales person
• Ensure that OHS is understood and applied in a sales environment

Module 5

Summary of all units and final wrap-up of program

• Content based on choice of electives according to job roles and could include -
• Individual coaching in real working contexts and additional practice of skills
• Completing post-sales activities
• Using spreadsheets
• Prospecting for leads and cold-calling

What are the units required to complete the qualification?

Total number of units = 10

The 10 units are made up of 1 core unit plus 9 elective units

At least 5 of the elective units must be selected from the sales units listed below.

At least 3 of the elective units must be selected from the remaining sales units or the elective units listed below.

The 1 other elective unit may be selected from the remaining elective units listed below, the BSB07 Business Services Training Package or any other currently endorsed national Training Package. Where not listed below, the unit may be selected from either a Certificate III or Diploma qualification.

How is assessment conducted?

Management Consultancy International has its unique portfolio builder that assists you to collate and present your evidence in a format that ensures that you are deemed competent.

Evidence is generated from the workplace and theory questions are also included.

What course material do you receive?

All participants receive copies of:

• The portfolio builder to store evidence in a user-friendly way
• Notes and hand-outs used in the training sessions
• Copies of the Powerpoint slides used during training
• Additional reading and articles that are relevant to sales professionals

How long will it take me to complete the qualification?

The time that you need to complete the qualification needs to include:

• Time to acquire theory and do reading
• Face to face training
• Time to be assessed in the workplace
• Time to compile your evidence to meet the requirements of the qualification.
• The approximate time to complete the qualification is 390-450hrs

Don't miss out on this unique opportunity to join hundreds of other successful participants who have achieved their own and their business's goals by attending a course run by Management Consultancy International.

For more information to help you structure a program that works best for you, contact a Management Consultancy International consultant on 1300 768 550 or write to info@mci.edu.au

Nationally Recognized Training - NSW Vocational Education & Training Accreditation Board