Sales Performance and Targets
This course provides an in-depth look at critical aspects of automotive sales, including vehicle evaluation, technological tools for appraisals, collaboration ...
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The “Sales Performance and Targets” course is designed to equip automotive sales professionals with the essential knowledge and skills required to excel in their roles. Focusing on key aspects such as vehicle evaluation, the use of technological tools, collaboration with management, the F&I process, and car registration in South Africa, this course aims to enhance sales performance and achieve targets. Participants will learn to refine their skills for delivering an exceptional customer experience from vehicle selection to final delivery.
Target Audience
This course is intended for automotive sales professionals, sales managers, and dealership staff involved in the sales process.
Course Overview
Module 1: Introduction to Sales Performance
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2
1.1 Understanding Sales Performance Metrics -
3
1.2 Setting Realistic Targets
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4
1.3 Measuring Sales Performance
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5
1.4 Sales Techniques and Strategies
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6
1.5 Time Management and Productivity in Sales
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7
1.6 Handling Objections and Rejections
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8
1.7 Customer Relationship Management (CRM)
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9
1.8 Continuous Learning and Adaptation in Sales
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10
Quiz
Module 2: Commission Structures in South Africa
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11
2.1 Overview of Commission Structures
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12
2.2 Examples of Common Commission Models
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13
2.3 Incentives and Bonuses
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14
2.4 Market Trends in Commission Structures
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15
2.5 Impact of Technology on Commission Structures
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16
2.6 Case Studies
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17
2.7 Sales Executive Perspectives
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18
2.8 Strategies for Negotiating Commission
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19
2.9 Performance Metrics
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20
Quiz
Module 3: Daily Processes of a Sales Executive
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21
3.1 Daily Routine Overview
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22
3.2 Essential Documents Used in the Sales Process
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23
3.3 CRM Systems and Tools
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24
3.4 Time Management and Organization
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25
3.5 Performance Evaluation and Goal Setting
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26
3.6 Customer Feedback and Relationship Building
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27
3.7 Market Trends and Competitor Analysis
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28
Quiz
Module 4: The Sales Process
Module 5: Sales Techniques and Best Practices
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33
5.1 Sales Techniques for Success
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34
5.2 Overcoming Objections and Closing Deals
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35
5.3 Understanding the Automotive Market
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36
5.4 Customer Psychology and Buying Behavior
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37
5.5 Digital Sales Techniques
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38
5.6 Handling Difficult Customers
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39
5.7 Follow-Up Strategies
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40
5.8 Sales Metrics and Performance Evaluation
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41
5.9 Legal and Ethical Considerations in Auto Sales
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42
Quiz
Module 6: Performance Tracking and Improvement
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43
6.1 Analyzing Sales Performance
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44
6.2 Setting Personal Goals for Success
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45
6.3 Performance Metrics for Sales Executives
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46
6.4 Team Performance and Collaboration
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47
6.5 Continuous Learning and Professional Development
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48
6.6 Understanding the Customer Journey
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49
6.7 Emotional Intelligence in Sales
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50
6.8 Leveraging Technology for Sales Improvement
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51
6.9 Handling Objections and Rejections
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52
Quiz
Module 7: Digital Sales and E-commerce
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53
7.1 The Rise of Digital Sales
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54
7.2 Leveraging Social Media and Online Marketing
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55
7.3 Understanding E-commerce in Automotive Sales
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56
7.4 Building an Effective Online Sales Funnel
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57
7.5 E-commerce Platforms and Technology
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58
7.6 Enhancing Customer Experience Online
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59
7.7 Compliance and Security in Online Transactions
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60
7.8 Analytics and Performance Measurement
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61
Quiz
Module 8: After-Sales Service and Customer Retention
Conclusion
1. Who should take this course?
This course is suitable for automotive sales professionals, sales managers, and dealership employees involved in the sales and operations of automotive transactions.
2. What skills will I develop?
Participants will gain skills in vehicle inspection, technology usage, customer assessment, F&I integration, and compliance with registration processes.
3. How is the course delivered?
The course includes interactive components such as case studies and role-playing exercises, facilitating practical learning and skill development.
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Course details
Duration
4 hours
Lectures
61
Video
1 hours
Quizzes
8
Level
Intermediate
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