The overall aim of this business development and sales course is to equip learners with knowledge and competence in business development with a focus on the management of key customer accounts to maximise commercial return. The module is designed for those wishing to gain an understanding of the principles and practices of marketing and selling with a view to designing a business development plan. The module aims to provide learners with well-rounded skills in this area and will include the completion of a project based on a case study provided. The programme will also equip learners with market research and marketing planning skills. The Programme covers:
An overview of the key principles and concepts of marketing including the marketing mix and market analysis.
An introduction to marketing strategies including entry strategies for overseas marketing.
Key marketing tasks including segmenting, targeting, positioning, tactics and communications planning.
The selling process (prospecting, qualifying leads, pre-approach, initial approach, needs assessment, sales presentation, handling objections and closing the sale).
Best practice in key customer account management.
Customer retention and loyalty initiatives.
This distance learning, QQI accredited business development and sales course means that Students can study flexibly at home, or at work, and can gain a nationally accredited Qualification. This course is designed for those working in Large Companies, SMEs or the Public Sector.
By choosing to study this course with CMIT, Students have 24×7 access to CMIT eLearning for the duration of the course. This includes a comprehensive Course Manual, Video, Quizzes and personalised Tutor Support. The course documentation for this QQI certified course is detailed and easy to read. You will also be able to upload assessments online and receive online feedback. You can use the eLearning system from any computer that has internet access.
Entry Requirements / Prerequisites
Level 5 Certificate / Leaving Certificate (or equivalent) or relevant life or work experience.
As this NFQ level 6 qualification is delivered through English it is necessary learners will have sufficient written English skills to complete this course.
A basic working knowledge of computers and access to a computer with internet access is required to do the course.
Learners must be a resident of Ireland / based in Ireland.
Topics covered in this course
Unit 1: Marketing and market analysis
The marketing concept
The marketing mix (4Ps)
The principles of marketing
Unit 2: Planning business development
Market entry strategies for overseas markets
Segmenting, Targeting and Positioning (STP)
The marketing communications mix
The ‘sales message’
Unit 3: Personal selling, key account management and customer retention
Overview of the selling process
The initial approach
The sales presentation
Closing the sale
Customer retention and loyalty
This business development and sales course is assessed through completion of activities and Project and Skills Demonstration where candidates complete a range of activities relevant to marketing tactics, closing sales, account management and retaining customers.
As part of our quality assurance, student assessment work will be marked by an Internal Assessor, then checked by an Internal Verifier and an independent QQI External Authenticator.