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Principle and Practice of Selling (QQI)

Principle and Practice of Selling (QQI)

(Which Leads To A QQI Level 5 Award Now Made By QQI And Attracts 15 Credits)

QQI Award

Excellent sales skills are of vital importance in to-days competitive world. We specialise in training sales people to be successful, confident and highly motivated. Our courses are practical, results oriented and fun.

On completion of this workshop you will have acquired a wide range of best practice sales skills and techniques to sell to customers over the telephone and face to face.

What are the Benefits of undertaking this training?

  1. Gain a national QQI Level 5 Principle and Practice of Selling Award ref (5N2062)
  2. Increase your emotional intelligence
  3. Increase customer sales
  4. Improve customer satisfaction

Course Content:

Unit 1: Introduction

  • Basic Philosophy of Selling

Unit 2: The Consumer’s Mind

  • Personality of Sellers and Consumers
  • Consumer Decision-Making
  • Six Psychological Stages in the Selling Process

Unit 3: Planning to Sell

  • Planning and Preparation in Selling
  • Legal Responsibilities of the Seller
  • Pre-Planned Questions to Encourage Purchase

Unit 4: During a Sale

  • Establishing Rapport and Trust with Consumers
  • Questioning Techniques
  • Handling Problems During a Sale

Unit 5: Closing a Sale

  • Techniques in Closing a Sale

Unit 6: Strategic Selling

  • Comparative Analysis on other products
  • Devise strategies to respond to competition

Unit 7: Building Consumer Loyalty

  • Identify Post-Sales Activities
  • Establishing Long-term Relationships


Available on request – Group discounts also available

The grading scale is:

Pass 50% -64%
Merit 65% - 79%
Distinction 80%- 100%

Candidates must have an Irish PPS number or a UK National Insurance number to receive a QQI Certificate.

IAOT Equality and Diversity

In order to provide equal employment, learning and advancement opportunities to all individuals, employment decisions at the Training for Success/IAOT will be based on merit, qualifications, and abilities in compliance with all statutory and legal obligations and guidelines.

The Training for Success/IAOT do not discriminate in employment opportunities or operational practices on the basis of gender, marital status, family status, sexual orientation, disability, age, religious or political beliefs, race or membership of the travelling community, or any other characteristic protected by law.

This policy governs all aspects of the delivering of training, employment, including selection, job assignment, compensation,discipline, termination, and access to benefits and training.

Any employees or learners with questions or concerns about any type of discrimination in the workplace are encouraged to bring these issues to the attention of the M.D. In turn it is also the policy of Training for Success/IAOT to deliver all its programmes and services to learners in accordance with good practices and in compliance with equality legislation and regulations.

Employees and learners can raise concerns and make reports without fear of reprisal. Anyone found to be engaging in any type of unlawful discrimination will be subject to disciplinary action, up to and including termination of employment/course participation.

All parties involved have particular responsibility in the implementation of this policy i.e. Centre Director, Tutors and Learners.

Protection for Learners

IAOT is not subjected to section 43 of the qualifications act 1999, as the programme Principle and Practice of Selling Award ref (5N2062) is not delivered over a 3 month or more duration.

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