Ethics and Sales Techniques

The first component of the course deals with how people's attitude to themselves, their profession and relation to other people affects the anticipated sales result. Confidence-creating measures, basic ethical values, relation-oriented sales and customer benefit are discussed. Key words are intention, motivation and communication. The second component has a focus on sales techniques and the need for adapted communication. The effects of the sales person's behaviour and approach on the customer are presented, as are tools to perform the effective sales talk. Practical training in fictive communication and sales exercises is included. The third component places the sales process in the general business administration context and emphasises the centrality of sales techniques and ethics to business marketing. The fourth component deals with the specific sales situations that real estate agents are placed in, from marketing themselves and their business to the closing of a real estate deal.