Personal Selling Skills

Course Fee R799.00

What Is This Course About?

This course has been designed for anyone who currently sells products and services to customers on a daily basis or someone who wants to secure a selling job in an organisation. The focus of the course is to teach people the importance of understanding customers’ needs and wants and what they can do to make sure that they sell more of their products and services to the right customers. Anyone who works in a selling environment, ranging from receptionists to sales people to business owners, would benefit from doing this course.

Learning Outcomes

  • Understand how personal selling fits into the marketing mix
  • Determine how to read and understand what your customers are asking for
  • Gain an understanding of the ten steps of the selling process
  • Determine what prospecting means and how it is done
  • Understand the different ways to contact customers
  • Learn how to qualify customers’ needs
  • Determine how to deliver an effective sales presentation
  • Learn how to handle customers objections
  • Learn how to negotiate with customers
  • Overcome customer objections
  • Determine how to deliver effective after sales service
  • Gain an understanding of how to retain customers in the long term

How Is Your Course Mark Calculated

Your course mark is calculated using the average mark obtained in each of the Chapter tests. In order to pass this course, you must obtain a final course mark of at least 50%. This means that even if you fail a few of the chapter tests, if your test marks in the other chapter tests are high enough you will still be able to pass the course. Good Luck! 

Study at your own pace!

We’ve created our courses to suit your busy life! The duration of this course is based on a student guide where one 300 – 500 word article is read per day, and the assessment is done on a separate day after the relevant articles have been reviewed. But you can do the course in your own time and at your own pace. If you choose to do two readings per day, it will take you half of the estimated time, four readings per day means doing the course in a quarter of the time etc. We leave that decision up to you! 

In the 6 chapters of this course you'll be covering the following areas:

CHAPTER 1 Introduction To Personal Selling
CHAPTER 2 Understanding Customers Through Effective Communicationn
CHAPTER 3 Prospecting, Planning The Sales Call And Making Contact With Customers
CHAPTER 4 The Sales Presentation
CHAPTER 5 Handle Objections, Negotiate And Close The Sale
CHAPTER 6 Following Up And Keeping Customers

Dr. Kim Viljoen


Dr Kim Viljoen is a senior lecturer at the University of Fort Hare, South Africa. She specializes in the field of marketing with specific interest in marketing research, marketing strategy and social media. She has received several research grants in order to further her research into social media service quality and service recovery in the banking sector.

Dr. Jere Mlenga


Dr Mlenga Jere is an associate professor of marketing at the University of Cape Town’s Graduate School of Business. Mlenga has extensive experience teaching marketing courses at both postgraduate and undergraduate levels at different universities and countries.


Ibrain Rikado Klem

Very good course, would recommend it to anyone wanting to follow a career in sales!

Not sure if this is the right course for you?

Let one of your career counselors help you make the right choice.

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