Level 5 Award in Sales
| Programme Title | Level 5 Award in Sales | |||
| Programme Duration | TQT | 60 | GLH | 45 |
| Overall Level and Credit | NQF Level | 5 | NQF Credit | 6 |
| Programme Overview | The programme is intended to give an appreciation of how to be efficient and effective in the pursuit of sales goals in attracting customers, presenting opportunities to them in a self-confident and appealing manner, closing deals, and putting follow-up initiatives into place. The fundaments of the sales cycle are covered in detail – i.e. prospecting for leads, initiating contact, qualifying leads, presenting offers, overcoming objections, closing sales, and generating referrals. The programme is designed to enable learners to develop knowledge and apply skills relevant to the essential themes that run through the courses – i.e. models, frameworks and principles; processes, techniques and tools; technological and other trends; contextualisation; continuous improvement; and personal development. The learners, upon successful completion, will have filled a conceptual and working toolbox of evidence of essential aspects of sales, in the interests of employability, whether in a current job or in a future role. They will understand the role of a salesperson whether in a small business, such as a start-up, or a large, established company; whether in wholesale or retail; or whether selling business to business (B2B) or business to consumer (B2C). This programme recognizes changes such as the use of social networking and their importance for contextualization to Bahrain. | |||
| Accreditation, If applicable | Qualification placed on the Bahrain NQF Register. Placement ID Q22-016 | |||
| Mode of Attendance offered | The qualification is a 60-hour programme. In a regular situation, the delivery mode or the sessions would be face-to-face.
Learners are expected to attain not less than 85% attendance as per the applied procedures and policies. |
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| Transferable Skills | Sales skills, namely communication, negotiation, relationship building, problem-solving and teamwork | |||
| Target Audience | The programme is designed for jobseekers and learners who are already practising in the field, generally or in relation to particular aspects of sales, or for jobseekers and learners from other disciplines and interests who now wish to become employed as sales specialists. | |||
| Programme Intended Learning Outcomes (PILOs) | Knowledge: Theoretical Understanding
PILO 1: Demonstrate generalised knowledge and understanding of the main sales concepts, processes and practices.
Knowledge: Applied Knowledge PILO 2: Demonstrate generalised knowledge of how to apply basic skills of completing and adapting a variety of sales tasks.
Skills: Generic Problem Solving and Analytical Skills PILO 3: Use information relevant to solving sales-related problems in a variety of business situations.
Skills: Communication, ICT, and Numeracy PILO 4: Use basic skills to produce and respond to both oral and written sales-related communications.
Competence: Autonomy, Responsibility and Context PILO 5: Provide evidence of being able to take responsibility for the quality of output of both familiar and unfamiliar sales-related tasks. |
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| Training and Learning Methods | In conformity with Golden Trust’s internal approach to course/programme delivery, a learner-centred approach is to be used while delivering this programme, taking into consideration its specialist vocational nature. Varied training and teaching methods are to be used to meet the demands of the candidates’ learning styles and educational/vocational backgrounds. | |||
| Assessment Methods | Summative assessments and formative assessment | |||
| Access and Recruitment | There are no formal admission criteria for this programme. However, through the Application Form, submission of a CV and an individual interview, if considered necessary, candidates need to demonstrate that they have a basic knowledge of English, and a strong desire to be a successful salesperson. There will be a placement test for those who prefer the programme in English. The minimum accepted educational level is Secondary School. | |||
| Career Progression and Learning Pathways | Career pathways
The ideal Career Progression or the workplace journey of the employee depends on the skills and competence that the employee attains which enables him to move up the career ladder. In the field of sales, earning a qualification would go a long way in adding value to an employee’s profile and career prospects. This qualification provides successful completers with job opportunities such as:
Learning Pathways Graduates successfully completing this Bahraini Award in Sales will be deemed to have the appropriate knowledge and skills to progress to Level 6 Award in Sales Management. Other options can be a bachelor’s degree in business marketing or management with a major in marketing. |
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| Graduation Requirements | The minimum standard required for the award of the qualification is a pass mark of 50% or better in each of the three courses that comprise the qualification, according to the respective rubrics which are shared with the learners at the beginning of each course.
To graduate, learners successfully complete all three courses that comprise the programme and achieve a pass mark in Sales Fundamentals (2 credits), Sales Professional Competencies (2 credits), and Sales Customer Relationship Management (2 credits). Additionally, Learners are expected to attain not less than 85% attendance as per the applied procedures and policies. |
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| Recognition of Prior Learning | If applicable, and upon legal approval by Bahrain authorities, as refer to GT-QMS-006 Recognition of Prior Learning, Cross Credit and Credit Transfer Policy | |||
| Quality Assurance | The ongoing quality and standards of the provision of this course will be monitored in line with Golden Trust’s Quality Management System. | |||
| Course Description |
| GT-NQF-001 | Sales Fundamentals | |||
| The sales cycle – i.e. prospecting for leads, initiating contact, qualifying leads, presenting offers, overcoming objections, closing sales, and generating referrals – is explained as a basis for the course. Also, the themes that run through the programme as a whole – models, frameworks and principles; processes, techniques and tools; technological and other trends; contextualisation; continuous improvement; and personal development – are explained. There is dialogue about selling in the age of social media and other modern challenges to sales such as improved customer relationship management and an appreciation of ethics and law. There is an overview of the roles, mindset and attitudes of a salesperson that contribute to the building of a successful sales career. An appreciation is developed of the different types of skills necessary to deal with different types of sales – wholesale and retail, and business to business (B2B) and business to consumer (B2C). | ||||
| GT-NQF-002 | Sales Professional Competencies | |||
| Among the topics that are covered are short-term and long-term planning, setting objectives, applications of problem solving and creative and rational thinking, development of sales proposals, having product knowledge and how to communicate it to clients, preparation and conduct of meetings with prospects or clients, negotiation of win-win situations, managing buyer resistance, teamwork, using electronic devices as sales tools, the art of sales conversation, implementing and executing action plans, maintaining customer relations, and maximising personal time. The relevance of the themes that apply to the programme as a whole – models, frameworks and principles; processes, techniques and tools; technological and other trends; contextualisation; continuous improvement; and personal development – are discussed in relation to the professional competencies of successful salespeople. | ||||
| GT-NQF-003 | Sales Customer Relationship Management | |||
| Among the topics that are covered are in-depth evaluation of customer needs, continued gathering of intelligence and understanding of the business context, selling in the age of social media, aligning to customers’ needs, listening and asking questions, effective presentation of offers, tailoring presentations to individuals, tailoring presentations to groups, setting of expectations, executing plans, proactive pursuit, relationship building for success in sales, enhancing selling persuasion skills, maintaining customer relations, and ethical and legal issues in sales. There are emphases on the importance of a human-centric sales process, giving feedback, building networks, going above and beyond the expectations of clients, newly evolved sales models and principles, managing success, and building a career through effective performance and ongoing learning. | ||||
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