SALES SKILLS

Course CodeVBS108
Fee CodeS2
Duration (approx)100 hours
QualificationStatement of Attainment
Learn to Sell Horticultural Products!
  • Be a better horticultural salesperson
  • Improve sales in a new business or existing one
  • Advance your prospects; develop your professional expertise in marketing
This course guides you through many different methods of Opening and Closing a Sale. Discover the secrets of successful salespeople and draw out the ammunition you need to take charge of your career today.
 

Lesson Structure

There are 12 lessons in this course:

  1. Presentation and selling
    • Personality. "Never judge a book by its cover." A wise old saying! but people who buy do make judgements especially about sales people. Dress and grooming are top priority in selling. As well you must learn how to develop a selling personality.
  2. Communication and Conversational selling.
    • Learn the art of written and verbal communication in easy to understand terms.
  3. Marketing (Buyer analysis and motivation)
    • Presentation of products to consumers and motivating them to buy.
  4. Management (Hierachy)
    • Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
  5. Helping the Product Sell Itself
  6. Know your product and pre planning.
    • Through observation, reading and listening get to know your products (pre planning is essential in today's complex society).
  7. Selling made as simple as A B C.
    • The procedure of selling.
  8. "The Opening" (getting the attention of the buyer).
    • Creating the right atmosphere for a sale to take place.
  9. "Closing a Sale" (overcoming objections).
    • Buyers will tend to look else where unless a salesman can close a sale in an appropriate amount of time (learn the secrets).
  10. "Stress Management"
    • Learn the art of relaxation through stress management techniques, and reduce stress in the marketing environment.
  11. The Law and Selling
  12. Report Assessment Writing.
    • The majority of sales persons need to have the ability and skill to write a condensed and accurate report on which management will comprehend and act upon.

Each lesson culminates in an assignment which is submitted to the school, marked by the school's tutors and returned to you with any relevant suggestions, comments, and if necessary, extra reading.


 
Good sales staff can make or break any business.
 
It doesn’t matter how good a product or service you have, if you don’t have the right people selling it, you may fail.
 
How many times have you been in a shop and the assistants are rude, ignore you, talk to each other or do not try to help. This does happen and can easily lose customers. If a person feels they have been badly treated, they will be less likely to go back to the store. New customers and repeat customers are important, so it is essential that staff are aware that good customer service is essential.
 
 
 
Ways to encourage people to buy 
 
The physical environment is important in encouraging people to buy. When planning an a retail shop, warehouse or market stall, you are trying to encourage people to buy. To buy, people need to be able to see what you have to offer or feel able to ask if they can’t see what they want.
 
 
Make sure products are well displayed, whether plants, equipment, tools or anything else.
Product display areas should be tidy and well-organised. Make sure that related products are together. For example, in a nursery, display all the cacti and succulents separate to the vegetables; not mixed together.
Make sure the prices clearly indicated.
 
It would be confusing (even dangerous) to have chocolates scattered around a shop, some with soft drinks, and garden chemicals, all together.
 
Similarly it will be a disincentive to purchase if the customer has to ask in order to find out the cost of the chocolates. Good organisation helps the customer to see what you are selling.
 
 
Shelves should be continually stocked. If someone comes to a store and wants a particular brand of fertilizer, they can’t see it, so they walk away and go elsewhere. It may be that you have more fertilizers in the stockroom, but hadn’t bothered to put it out. So stocks should always be keep up to date.
 
 
 

Meet some of our academics

Denise Hodges Promotions Manager for ABC retail, Fitness Programmer/Instructor, Small Business Owner, Marketing Coordinator (Laserpoint). Over 20 years varied experienced in business and marketing. More recently Denise studied naturopathy to share her passion for health and wellness. Denise has an Adv.Dip.Bus., Dip. Clothing Design, Adv.Dip.Naturopathy (completing).
John Mason Parks Manager, Nurseryman, Landscape Designer, Garden Writer and Consultant. Over 40 years experience; working in Victoria, Queensland and the UK. He is one of the most widely published garden writers in the world; author of more than 70 books and editor for 4 different gardening magazines. John has been recognised by his peers being made a fellow of the Institute of Horticulture in the UK, as well as by the Australian Institute of Horticulture.
Adriana Fraser Adriana has worked in horticulture since the 1980's. She has lived what she preaches - developing large gardens and growing her own fruit, vegetables and herbs and making her own preserves. In 1992 she formalised her training by graduating with a certificate in horticulture and a few years later, completed a Advanced Diploma in Horticulture amongst other qualifications. Adriana has worked across a broad spectrum of the horticulture industry and has developed a strong network of contacts in horticulture around Australia and beyond. She has written and contributed to many books and magazine articles. She has a passion for plant knowledge and sustainability and a natural understanding of how people learn about horticulture and has taught in various institutions and organistions as well as ACS. Adriana has been a tutor with ACS since the mid 90's and based on the feedback from past students has been an overwhelming success in helping people develop their skills and further careers in horticulture.
Kate GibsonKate has 12 years experience as a marketing advisor and experience as a project manager. Kate has traveled and worked in a variety of locations including London, New Zealand and Australia. Kate has a B.Soc.Sc, Post-Grad. Dip. Org Behaviour (HR).


Check out our eBooks

Getting Work in HorticultureFind out what it is like to work in horticulture; how diverse the industry is, how to get a start, and how to build a sustainable, long term and diverse career that keeps your options broad, so you can move from sector to sector as demand and fashion changes across your working life.
Modern MarketingThis book explores new approaches to marketing, how to adapt to a continually changing world both through online marketing, and more. Some aspects of marketing never change; but many of the well established approaches used in the past simply do not work any more. This book lays a foundation for thinking about marketing in a different way
Saving a BusinessSee how to revive a business in trouble -lots of very practical advice
Starting a Gardening or Landscape BusinessExpert advice on how to get started in your own garden or landscape business! Packed with valuable business advice, horticultural and landscaping knowledge, and practical ideas - this book is a must have for garden lovers. It is great for anyone thinking about (or already involved in), a horticultural, landscaping or garden business. This updated re-print is only available as an ebook.

 

 

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