SPECIALISED
Take your career to the next level by getting yourself a degree or higher degree. We’ve partnered with daVinci and CIPS to give you that extra edge.
The Da Vinci Institute in association with Metro Minds is proud to offer a Higher Certificate (MOTI) applied to Sales Process and Management Environment.
INCLUDES:
- Sales Management Certificate
- TIPS™ Model Da Vinci (Management of Technology, Innovation, People and Systems)
- Art of Selling
- Art of Presentations
- Sales Finance
- Value Solutions
- B Com Sales
- MSc – Master Degree
- PhD – Doctoral Degree
| CIPS Level 2/ NQF 4 | Certificate in Procurement & Supply Operation | Procurement and supply principles, functions, processes, administration & stakeholders. |
| CIPS Level 3/ NQF 5 | Advanced Certificate In Procurement & Supply Operations | Procurement and supply environments, operations, workflow, relationships & Inventory and logistics operations. |
| CIPS Level 4/ NQF 6 | Diploma in Procurement & Supply | Contexts of procurement and supply, business needs in procurement and supply, sourcing in procurement and supply, negotiating and contracting
in procurement and supply . |
| CIPS Level 5/ NQF 7 | Advanced Diploma in Procurement & Supply | Sustainability / category management / managing risks / operations management in supply chains, improving the competitiveness of supply chains, |
| CIPS Level 6 | Professional Diploma in Procurement & Supply | Leadership in procurement and supply, corporate and business strategy, strategic supply chain management, supply chain diligence, programme and project
Management, Legal aspects in procurement & supply (UK) |
Sales Management
- NQF Level 5
- Credits 56
- Duration 10 days Contact Class
- Assessment Required for Competency
- Course Code: SAM
SAQA Unit Standards
- US 252253 – Secure Freight Forwarding Business Level 4 Credits 6
- US 252262 – Resolve client service problems Level 4 Credits 5
- US 119472 – Accommodate audience and context needs in oral communication Level 4 Credits
- US 119462 – Engage in a sustained oral/signed communication and evaluate spoken/signed text Level 4 Credits 5
- US 119469 – Read/view, analyse and respond to a variety of texts Level 4 Credits 5
- US 336712 – Outline the philosophy of Supply Chain Management Level 6 Credits 6
- US 336709 – Evaluate the influences of key components in a supply chain Level 5 Credits 8
- US 336740 – Analyse logistics systems and implement appropriate strategic plans Level 6 Credits 8
- US 252258 – Gather information and report on client profitability Level 4 Credits 4
- US 117156 – Interpret basic financial statements Level 4 Credits 4
MODULE 1: Art of Selling – OISTER ®
Duration:3 Days
Outcomes:
- Understanding business you sell and trade in.
- Opening the sales cycle with successful research techniques and prospecting.
- Understanding personality types and emotional intelligence.
- Identifying potential sales targets.
- Prospecting and qualifying leads.
- Establishing your unique selling proposition to secure client meetings.
- Understanding customers and their needs by correct questioning techniques.
- Effective customer meetings
- Demonstrating an understanding of the services offered by the company to support the correct needs uncovered.
- Quantifying and evaluating client needs.
- Selling off features and benefits.
- Handling customer concerns.
- Handle price objections.
- Closing the sale.
- Implement the sale integrated with business.
- Providing on-going service and support to clients.
MODULE 2: Art of Presentations
Duration: 2 Days
Outcomes:
- Identifying and analysing the target audience for an effective presentation/ proposal or meeting.
- Planning and preparing the structure to communicate the central message logically.
- Planning visuals and other devices to involve the audience during the presentation/ proposal or meeting.
- Identifying and choosing the kind of presentation fit for the purpose.
- Planning of presentation/ proposal or meeting.
- Building confidence with any audience.
- Practice own presentation from scratch & deliver to audience being videotaped
MODULE 3: Sales Finance
Duration: 2 Days
Outcomes:
- Understand the full range of disbursements applicable to a forwarding & logistics operation.
- Understand basic financial & accounting terms
- Basic understanding of Income statement, Balance sheet & Bank and how it will affect a clients’ credit limit.
- Calculating different ratios and margins (profit, operating, etc.)
- Focusing on the areas of making money in freight & logistics.
- Understanding profit & loss in the freight & logistics industry
- Risk management (debtors, queries, cash 2 cash cycles, profitability of clients)
- Demonstrate value add cost analysis to clients’ business.
MODULE 4: Supply Chain Value
Duration: 2 Days
Outcomes:
- Demonstrate an understanding of the key components and features of supply chains and concepts.
- Demonstrate an understanding of the role of transport in supply chains.
- Demonstrate an understanding of the role of technology in supply chain management.
- Demonstrate an understanding of a mode of transport and its place in the transport sector in South Africa.
- Distinguish between Transactional vs. Solution Selling
- Understand the importance of knowing your customer and understanding their needs and how to add value to their supply chain.